Global Business Director - Strategic Accounts - Japanese Banks

Moody’s is a developmental culture where we value candidates who are willing to grow. So, if you are excited about this opportunity but don’t meet every single requirement, please apply! You may be a perfect fit for this role or other open roles.

Moody's is a global integrated risk assessment firm that empowers organizations to make better decisions.

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We strive to be a world-class sales organization with our customers’ needs at the centre of everything we do. Our client base ranges from banks and financial institutions to insurance and asset management companies, as well as government institutions and professional services firms. As the bridge between our product teams and customers, we build mutually rewarding relationships that allow us to deliver the best solution for each customer challenge. An organization of motivated, curious, and teamwork-oriented people, we let our passion drive our business forward.

The Global Business Director (GBD) acts as a catalyst to bring Moody’s together in service of the customer. They are a senior strategic relationship manager who leads, develops and executes the global account strategy for major customers. They maximize financial and strategic value, align short term needs to longer term business strategies, and satisfy the customer's medium- and long-term business needs. They do so by sharing insights into the marketplace, uncovering customer needs, building awareness of how Moody’s can deliver on those, negotiating related deals, and partnering across the enterprise to deliver.

The role requires the incumbent to pivot constantly: from the highly strategic to tactical execution; from influencing customer and Moody’s executives, to engaging those deep into both organizations; from being marketplace expert, to consummate deal-maker, to operations specialist.

Above all, the GBD acts as the voice of the customer to Moody’s executives and elsewhere internally: they convey customer needs, and enable delivery on these. They are agnostic about product and operating unit, and act as the matchmaker, connecting the customer C-suite into Moody’s and driving complex, enterprise deals. They are at the forefront of market trends, anticipating where these are headed, implications for the customer, and ways that Moody’s can help. They ensure the company delivers against customer expectations, by leveraging a deep internal network to lead and influence large, virtual, global teams.

While it has elements of both sales and operations, the GBD role is even more so about business and relationship management and executive engagement. It requires a rare combination of skills and experience, and opens up a wide range of opportunities for Moody’s, our customers - and the GBDs themselves.

POSITION OVERVIEW

A position is available to manage customers within Banking, with a portfolio of Japanese megabanks. There is significant opportunity to deliver the full enterprise offering to these customers at far greater scale than at present, to the benefit both of the customers and Moody’s. This person will identify, develop and grasp such opportunity, working with colleagues across the organization and across the industry to do so.

Customer: manage and build book of business to maximize impact

• Drive strategic engagement and commercial relationships in key customers; ensure Moody’s delivery
• Identify, negotiate and deliver opportunities that benefit both the customers and Moody’s
• Deliver an enterprise proposition to customers that addresses their specific and strategic needs
• Establish C-suite dialogue and relationships, connect more deeply into customer; bring knowledge, network into Moody’s
• Find new opportunities through strategic projects to scale against core customers; lead extension of propositions
• Build deep understanding of customer business, and ensure highest levels of customer satisfaction
• Advocate for the customer within Moody’s, and act as Moody’s ambassador in customer's enterprise
• Build, deliver and track strategic account plan; forecast, track, report key information, performance indicators
• As top priority accounts emerge, decide what impact this has on other potential targets, and manage accordingly
• Moody’s: lead virtual global team to deliver against customer requirements
• Connect customer into Moody’s: most senior relationship leader and escalation point, who makes connections to address opportunities, resolve issues, and lead the engagement
• Understand what business Moody’s already conducts with these customers; join this up across the enterprise
• Build, lead, influence global virtual team; know whom to engage, how to engage them to ensure delivery for customer
• Ensure Moody’s executives, others understand customer needs; address over short- and long-term
• Develop, mentor and identify enterprise sales and relationship management talent
• Partner with Moody’s C-Level Executive Sponsor of accounts

Marketplace: enable the customer to stay ahead

• Leverage deep insight into the Banking sector, across regions operational knowledge, to uncover opportunity and risk for customer - and how to address
• Provide insightful, agnostic, thought-provoking advice to the customer: not always to drive a Moody’s sale
• Share feedback and market requirements with Moody’s business units and strategy group management
• Led strategic accounts across multiple sectors / segments; direct and / or virtual leadership of global teams
• Track record in multiple business functions, including one or more of: frontline sales, account management, business and sales operations, proposition and product management
• Built deep connections across the Moody’s enterprise, leading to great ability to drive results in multiple ways
• Entrepreneurial spirit and ideally experience: thrives in ambiguity, adapts to shifting circumstances
• Ideally worked for Moody’s customers, or other direct experience with customers
• Led complex, strategic negotiations, and delivery on subsequent agreements
• Established vision and strategy, and influenced complex network to deliver on it
• Networker: connected internally and into relevant industries; abreast of latest trends, strong C-suite engagement skills and track record
• Relationship management and consultative selling, from board-room to individual contributor; highly diplomatic
• Strategic account planning; negotiation and management of complex, global accounts
• Excellent communication skills: written, in person, virtual
• Global experience: lived in / worked across multiple markets; led global, virtual teams; ideally speak multiple languages (Japanese / English necessary)
• BA/BS required. Advanced degree (MBA, JD/LLB, MA/MS, MEng etc) preferred

Moody’s is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender expression, gender identity or any other characteristic protected by law.

Candidates for Moody's Corporation may be asked to disclose securities holdings pursuant to Moody’s Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.

For more information on the Securities Trading Program, please refer to the STP Quick Reference guide on ComplianceNet

Please note: STP categories are assigned by the hiring teams and are subject to change over the course of an employee’s tenure with Moody’s.