APAC Head of Solutions Client Management
IHS Markit
Causeway, Hong Kong Island, Hong Kong

Position summary

The Solutions Client Management team has an opening for an individual to lead the various client managers within the APAC region.

The responsibilities will require the individual to manage multiple client managers covering the relevant Solutions products and services in region including Markit EDM, thinkFolio, Debtdomain, Loan Platforms, Private Capital Markets (PCM) and Wall Street Office (WSO).

This self-starting individual would also be responsible for building and maintaining strong relationships from C-level to product user level across the client base, ensuring client satisfaction and retention, identifying opportunities to expand the use of IHS Markit Solutions product and services within existing clients, managing risks as appropriate to maintain, and assisting the sales organization in growing overall client revenues.

In this role, candidates would also be expected to identify opportunities to cross-sell other solutions products over time.

Travel will be required as necessary.

Duties & Accountabilities

  • Effectively manage and groom the team of client managers in the APAC region working in conjunction with the global product vertical team leads in Americas and EMEA.
  • Work closely with local Financial Services management teams to ensure local priorities are consistent with the overall divisional goals.
  • Become an important contributor to the global Client Management team reporting directly to the Global Head of Solutions Client Management.
  • Identify talented individuals to join the growing APAC client management team.
  • Develop and maintain strong client relationships and a thorough the region from a product and client value perspective.
  • Ensure the team conducts regular client engagement quarterly calls and meetings, working with Support, Implementation and Sales teams to ensure client needs are communicated and addressed.
  • Keep abreast of client and industry activity such that any opportunities to increase the use of IHS Markit Solutions product and services and are identified.
  • Help the team manage and identify upsell / cross-sell opportunities through the sales cycle to close new business and increase revenue, or engage professional services to expand client implementations as appropriate
  • Keep abreast of client and industry activity such that any risks to implementations, relationships, revenues or reputation can be identified;
  • then formulate and manage action plans to address, working with other team members as required.

  • Ensure the team properly manages contract renewals, were applicable, and maintains a high client renewal rate.
  • Manage the team to properly use out client management systems (e.g., SalesForce and CMS) to identify and risk mitigate revenue risks.
  • Education and experience

  • An undergraduate degree or equivalent
  • Energy industry experience in financial services with 10+ years desired, ideally in the APAC region
  • Experience within software vendor or service provider
  • Proven track record of solving client problems and / or generating new revenue
  • Management requirements

  • 3-5 years proven experience managing teams working with clients in a client-facing capacity; sales or account management experience a strong advantage
  • Handle incoming enquiries from clients and 3rd party client partners on a day-to-day basis
  • Maintain internal knowledge of clients via Saleforce.com and internal client management tools
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