Governance, Risk & Compliance (GRC) is a division of Wolters Kluwer that provides a broad spectrum of solutions, services and expertise to legal, finance, risk and compliance professionals and small business owners to help manage myriad governance, risk and compliance challenges in dynamic markets and regulatory environments, globally. GRC serves more than 350,000 customers in more than 150 countries, including 70% of Fortune 500 companies, 92% of the world’s top banks, 90% of the Am Law 100 and more than 300,000 small businesses. The division has a global footprint, with workforce in 28 countries. Our clients include corporate legal departments, insurers, small businesses, financial services companies, brand professionals, underwriters, governments and compliance and risk professionals. The Account & Relationship Associate Director - Strategic Industry Relations is responsible for building and leading key top-tier relationships with industry and government influencers to Wolters Kluwer. This includes managing existing relationships to increase visibility and business value as well as seeking new opportunities to create those relationships. This person will manage these important relationships in alignment with the strategic priorities and goals of the company. Success in this role will be measured by ensuring delivery of the current plans of the relationships, driving both short-term and long-term objectives, and meeting specific KPIs for the relationships. In addition, this role is responsible for working closely with other internal stakeholders at all levels – internal SMEs, sales, professional services, marketing, product management, and senior management to make this happen. Essential Duties and Responsibilities: - Establish, manage, and drive deep industry relationships in alignment with Wolters Kluwer’s strategic and product initiatives. Manage relationship success and satisfaction by meeting specific KPIs, revenue and relationship goals. - Collaborate with Wolters Kluwer sales leaders, segment leaders and product management to set business objectives, product roadmap and relationship goals. Develop overall strategy and success plan for each named partner. Drive monthly and quarterly progress towards strategic goals within plan. - Prospect and create opportunities for Wolters Kluwer SMEs and solutions to be prominently included and highlighted by industry and government entities to drive broader market recognition. - Develop strong Wolters Kluwer goodwill and awareness across these industry and government organizations. Establish and lead regular cadence with assigned influencers to engage in proactive sales opportunity generation, pipeline management and deal closure. Develop go-to-market strategies and foster relationships, lead discussions, and negotiations with partners from C level executives to key functional leads. - Promote and position Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events. - Develop business cases and create innovative proposals for potential engagements that drive value for both parties. - Oversee possible integrations and/or interface of Wolters Kluwer solutions with the partner solution in collaboration with cross functional teams within Wolters Kluwer from ideation to development, marketing, field roll-out, and sales support. Ensure Wolters Kluwer product information and messaging are properly conveyed. - Lead the relationship from the contractual and operational perspective. Develop a deep understanding of the contractual elements pertinent to each partner. Oversee Wolters Kluwer’s contractual obligations and be the go-to person internally and for our partners on all partner-related matters. - Prioritize sales and product investments with Wolters Kluwer sales leaders, segment leaders and product management and measure ROI results. - Act as influencer partner advocate within Wolters Kluwer and educate on how we can further build our partner ecosystem. - Coach, mentor, and develop direct reports and other cross functional associates. - Diligently use CRM (Salesforce.com) to capture relevant data and keep comprehensive and accurate notes. - Maintain industry intelligence and maintain awareness of industry trends and the strengths and weaknesses of key competitors. Job Qualifications: Education : BA/BS degree in business, sales/marketing or related field or equivalent related experience. Experience : 10+ years’ experience in developing alliances and revenue-generating partner relationships, preferably with key market players in the financial services industry. - Ability to think strategically and work flexibly to achieve results. - Strong ability to network, align and work with key players at all levels to drive results. - Strong presentation, negotiation, and business planning skills. - Must be able to prioritize and multi-task with special attention to detail and follow-up. Travel Requirements: - Ability to travel 25% to 40% within the United States. Physical Demands: - Normal office environment. - Ability to lift up to 50 pounds for travel purposes. PDN-94c8e1df-a3d7-43f9-8445-68f3f7e76b3d
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