Global Business Director - Strategic Accounts - Professional Services

Role/Responsibilities:

The Global Business Director (GBD) is tasked with managing and enhancing strategic customer relationships and partnerships, serving as the primary liaison and fostering collaborative initiatives between Moody’s and its partners, which are mutually beneficial. They are a strategic relationship manager who leads, develops and executes the global 360 account strategy for major customers and partners. 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 a marketplace expert, to strategic partnership architect, to consummate deal-maker, to operations specialist.

Above all, the GBD acts as the voice of the customer and partner to Moody’s executives and elsewhere internally: they convey customer needs, and enable delivery on these. They are agnostic about product and business unit, and act as the matchmaker, focusing on strengthening and deepening strategic partnerships, 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 customers and partners, and identify innovative ways that Moody’s can bolster its partnership offerings. 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 sales, innovation and operations, the GBD role is even more so about business building through strategic partnerships, relationship 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 , our partners- and the GBDs themselves.

POSITION OVERVIEW

A position is available to manage customers within Professional Services industries. There is significant opportunity to deliver the full enterprise offering to these customers and partners at far greater scale than at present, to our mutual benefit. This person will identify, develop and grasp such opportunity, working with colleagues across the organization and across the industry to do so.

The Global Business Director (GBD) is tasked with managing and enhancing strategic partnerships, serving as the primary liaison and fostering collaborative initiatives between Moody’s and its partners, which are mutually beneficial.

Customer and Partner: manage and build book of business to, with and through 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

· Collaborate with partners to identify and execute joint initiatives that enhance value for both parties and their customers, such as co-developed products, joint marketing efforts, and shared market intelligence.

· 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.

· Collaborate effectively with internal teams across Moody’s, leveraging their expertise and resources to support and enhance the partnership objectives, ensuring a unified approach to achieving joint success.

· 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

· Provide regular updates to Moody’s executives on the status of strategic partnerships, including achievements, challenges, and strategic recommendations.

Marketplace: enable the customer to stay ahead

· Leverage deep insight into the Professional Services sector, 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 OU and CPO management

· With a background in strategic partnership management, the ideal candidate will have demonstrated success in not only leading cross-functional teams but also in driving significant outcomes through collaboration, thereby enhancing the overall value and innovation in partnerships.

· Staying abreast of industry trends and competitive dynamics to inform partnership strategies and ensure Moody’s and its partners remain ahead of the curve.

Qualifications :

· 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 direct experience partnering with large professional services firms

· 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

· BA/BS required. Advanced degree (MBA, JD/LLB, MA/MS, MEng etc) preferred

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