Client Relations - Senior Analyst

Description

Position Overview

As an integral part of the business development team for ISG Research, the Account Manager is responsible for pursuing identified sales opportunities through a consultative, AI-enabled sales process that seeks to uncover the client’s primary needs, and match them to ISG Research & Subscription offerings and/or capabilities.  This position’s primary prospect base will be Sales, Marketing and Advisor Relations Executives within IT and Business Managed Services Providers, Global System Integrators and Software Providers in select named accounts in India.

This role is responsible for identifying revenue-generating opportunities for ISG Research, positioning ISG to win, defining the appropriate client solution with Research leadership, proposal development, negotiation of contract documents and follow through with the client through closure of the sale. As such, the Account Manager will need to become well versed in the Research & Subscription offerings and custom capabilities for Software and  Service Providers, as well as demonstrate proficiency with AI tools and processes to support the entire client lifecycle from developing outreach campaigns to supporting clients in getting value from their investments.

This position reports to the Chief Sales Officer of ISG Research.

Responsibilities

• Quickly gains an in-depth understanding of all of the Research & Subscription offerings and capabilities for service and software provider clients, as well as how these are supported by and enable ISG’s consulting and managed services offerings
• Develops knowledge and/or understanding of competitor’s products and services in order to demonstrate ISG’s competitive advantage and unique value proposition
• Works closely with ISG Research Sales Directors in Global Account Management roles to coordinate a consultative sales approach to accurately identify client needs and develop appropriate solutions to best address them
• Develops and deploys sales processes and tools to support well-managed sales pursuits
• Cold call and outbound activity to create a sufficient sales pipe
• Works with Research leadership to ensure appropriate profitability and delivery specifications are included in all proposals
• Uses prospect feedback to identify common client needs and suggest new or enhanced service offerings
• Maintains relationship with accounts after sale to ensure satisfaction and farm new opportunities
• Monitors and sustains a robust pipeline of qualified new business opportunities sufficient to achieve the personal and business unit revenue goals
• Develops and executes account plans for assigned accounts to ensure a comprehensive and targeted approach to each account
• Works closely with Research leadership, translating strategic objectives into differentiating go-to-market programs.
• Increases industry leadership visibility through speaking engagements, writing articles, and active presence on social media, particularly LinkedIN
• Applies expertise and AI-enabled tools to sales process management, contact administration and organizational effectiveness

Required Skillsets

• This is a remote position based in India; with a possible travel up to 25%
• 5+ years of account management or other consultative B2B sales experience in a research or professional services firm with a focus on selling information services and other complex offerings
• Successfully worked with (qualifying) CxO level executives and VP, and Director-level contacts within Global-2000 companies
• Has a strong personal network of marketing, procurement and functional leadership contacts at global outsourcing providers in India, and the ability to effectively build new relationships
• Practical knowledge of the outsourcing industry as well as software, research and information products, as demonstrated by relevant experience
• Track record of success in complex sales cycles, while driving measurable and meaningful business results
• Exceptional communicator in terms of verbal and written presentation skills. Able to effectively articulate a unique value proposition that resonates with client needs
• Excellent listening skills
• Experience as a team player in coordinating and implementing pursuit processes, including development of targeted and compelling proposals
• Conveys a professional image and maintains a strong company attitude
• Demonstrated experience of sound business judgment and superior business acumen
• Highly self-motivated, needing minimal support, training and guidance from management; however, keeps them appropriately informed
• Excellent time management, organizational and project management skills to maximize on time output and results

• Active participant in industry social networking, trade shows and corporate events

• Demonstrated experience and proficiency with AI tools including ChatGPT Enterprise and Microsoft Co-Pilot

Education

• Bachelor of Arts or Science degree in a technical or scientific field
• MBA or another advanced degree (s) desirable

At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.

The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.