Director Of Customer Growth & Expansion

Euronext

Euronext is the leading pan-European market infrastructure, shaping capital markets for future generations. Its mission is to connect European economies to global capital markets, to accelerate innovation and sustainable growth. Euronext is located in 18 countries across Europe, US and Asia, with regulated exchanges in Belgium, France, Ireland, Italy, the Netherlands, Norway and Portugal. The group has expanded organically and externally, with a revenue growing from €458 million in 2014 to €1.5 billion in 2022, with 2,200 employees and 55 nationalities.

With close to 1,900 listed issuers and around €6.5 trillion in market capitalisation as of end June 2023, it has an unmatched blue-chip franchise and a strong diverse domestic and international client base, as well as a large Tech companies community, Euronext Tech Leaders. Euronext closely accompanies corporates thanks to its pre-IPO programmes and a full suite of innovative corporate services. Euronext operates regulated and transparent equity and derivatives markets, one of Europe’s leading electronic fixed income trading markets and is the largest center for debt and funds listings in the world. Its total product offering includes Equities, FX, Exchange Traded Funds, Warrants & Certificates, Bonds, Power, Derivatives, Commodities, Advanced Data Services and Indices.

The Group provides a European multi-asset clearing house through Euronext Clearing, and custody and settlement services through Euronext Securities central securities depositories in Denmark, Italy, Norway and Portugal. Euronext also leverages its expertise in running markets by providing technology, corporate and data services to third parties.

Euronext is engaged in an ambitious ESG policy, translated into its “Fit for 1.5°” commitment to net zero, supported by SBTI approved targets.

Euronext Corporate Services

Euronext Corporate Services, is at the core of Euronext’s Growth for Impact 2024 strategy. It has delivered €41m of revenue in 2022 and a growth over +23% CAGR between 2017 and 2022, being one of the most important growth engine of the Group. The team is composed of over 170 professionals across Europe. They help listed companies make the most effective use of capital markets, and support private and public organisations run more efficiently.

Euronext Corporate Services already serves more than 4,500+ clients including over 1000 listed companies, private companies, advisors and public organisations. Clients are located across all Euronext markets (Belgium, France, Italy, Ireland, Netherlands, Norway Portugal,) but also beyond (e.g. UK, Germany, Sweden, Denmark, Finland, Spain).

This unique and comprehensive value proposition is articulated around four main pillars:

• Governance: our board portal solution “iBabs” helps organisations to secure, organize and run board meetings more efficiently (save time preparing agendas and board packs, collaborate easily with annotations, voting, meeting summaries).
• Communication: we are the market leader in webinars and webcasts services for financial results, internal communication, marketing and external communication with our solution Company Webcast. We help our clients to increase their visibility, engagement and international coverage. We also provide flexible and customized market data components for Investor Relations websites of listed companies.
• Compliance: our ComplyLog products helps companies simplify their EU regulatory duties, speed up workflows and ensure compliance by automating the management of inside information and insider lists for both issuers and their professional advisors ensuring compliance with the European Market Abuse Regulation (MAR).
• Investor Relations: our advisory team provides high-touch advisory, ESG advisory, market intelligence and decision making analytics for listed companies willing to be more active on capital markets. Our IR.Manager tool provides a complete and intuitive IR management and targeting platform for corporate IR teams to professionalize the workflow and engagement.

Euronext Corporate Services is a fully integrated division of Euronext, including all the resources to pursue its business activities: Revenue, Growth Marketing, Product & Innovation, Technology & Operations, Client Excellence and Transformation. It also relies on Euronext support functions to accompany its growth.

Role Summary

The Director of Client Growth & Expansion will collaborate closely with the Chief Revenue Officers and local sales managers to drive revenue growth across Governance, Compliance, and Investor Relations business lines. They will align cross-selling strategies with overall business objectives, track performance metrics, and allocate resources with the CRO. The director will also support local sales managers by providing tools, training, and insights to identify cross-selling opportunities, ensuring seamless integration and coordination. Regular meetings and open communication will foster alignment and continuous improvement, enhancing customer satisfaction and achieving revenue targets.

Role and Key Accountabilities

• Cross-Selling Strategy Development:
• Develop and implement a comprehensive cross-selling strategy to drive revenue growth and expand our market presence across Europe.
• Identify, evaluate, and prioritize cross-selling opportunities within our existing customer base across three key business lines: Governance, Compliance, and Investor Relations.
• Lead the development of convincing product bundles
• Team Building and Leadership: (existing team)
• Support the existing commercial team
• Identify new roles for cross selling initiatives 
• Provide guidance, mentorship, and support to ensure the team achieves its objectives.
• Foster a collaborative and high-performance culture within the team
• Implementing Key Cross-Selling Strategies:
• Skill Assessment: Ensure that Account Managers have the necessary skills for effective cross-selling, including deep product knowledge without overwhelming them.
• Customer Fit and Benefit: Focus on providing solutions that genuinely benefit customers rather than pushing unrelated products.
• Know Your Customer (KYC): Engage customers through questions and surveys to gather insights about their needs and use this information to improve product offerings.
• Trusted Partnerships: Encourage Key Account Managers and Customer Success Managers to act as trusted partners, maintaining comprehensive databases to tailor recommendations to client needs.
• Automation and Analytics: Utilize automation tools to track client behavior and identify opportunities for additional sales based on buyer profiles and personas.
• Timing and Messaging: Train Account Managers to deliver the right message at the right time, leveraging campaign analytics to refine their approach.
• Customer Relationship Management:
• Develop strong relationships with key customers to understand their needs and identify cross-selling opportunities.
• Work closely with account managers and customer success teams to ensure a high level of customer engagement and satisfaction.
• Performance Tracking:
• Set and track performance metrics for cross-selling initiatives, ensuring alignment with overall business objectives.
• Analyze sales performance data to identify opportunities for improvement and growth.
• Collaboration and Integration:
• Work closely with sales, marketing, product, and customer success teams to ensure seamless integration of cross-selling efforts.
• Coordinate with internal stakeholders to align cross-selling initiatives with company strategies and goals.
• Market Insights:
• Stay informed about industry trends, competitive landscape, and emerging technologies to identify new cross-selling opportunities.
• Conduct market research to understand customer needs and preferences.

Knowledge, Personality, Skills and Experience Required

• Experience:
• Minimum of 7-10 years of experience in sales, business development, or a related role in the SaaS industry. Preferably within Governance, risk, compliance, legal or finance.
• Proven track record of developing and executing successful cross-selling strategies.
• Experience in building and leading high-performing teams.
• Skills:
• Strong strategic thinking and analytical skills.
• Excellent communication and interpersonal skills with the ability to influence and negotiate.
• Ability to work independently and as part of a cross-functional team.
• Strong project management skills with the ability to manage multiple priorities and deadlines.
• Education:
• Bachelor’s degree in Business, Marketing, or a related field. Advanced degree is a plus.
• Other Requirements:
• Willingness to travel as needed across Europe.
• Proficiency in English; additional European languages are a plus.

Euronext Values

Unity

• We respect and value the people we work with
• We are unified through a common purpose
• We embrace diversity and strive for inclusion

Integrity

• We value transparency, communicate honestly and share information openly
• We act with integrity in everything we do
• We don’t hide our mistakes, and we learn from them

Agility

• We act with a sense of urgency and decisiveness
• We are adaptable, responsive and embrace change
• We take smart risks

Energy

• We are positively driven to make a difference and challenge the status quo
• We focus on and encourage personal leadership
• We motivate each other with our ambition

Accountability

• We deliver maximum value to our customers and stakeholders
• We take ownership and are accountable for the outcome
• We reward and celebrate performance

We are proud to be an equal opportunity employer. We do not discriminate against individuals on the basis of race, gender, age, citizenship, religion, sexual orientation, gender identity or expression, disability, or any other legally protected factor. We value the unique talents of all our people, who come from diverse backgrounds with different personal experiences and points of view and we are committed to providing an environment of mutual respect.

Euronext Values

Unity

• We respect and value the people we work with
• We are unified through a common purpose
• We embrace diversity and strive for inclusion

Integrity

• We value transparency, communicate honestly and share information openly
• We act with integrity in everything we do
• We don’t hide our mistakes, and we learn from them

Agility

• We act with a sense of urgency and decisiveness
• We are adaptable, responsive and embrace change
• We take smart risks

Energy

• We are positively driven to make a difference and challenge the status quo
• We focus on and encourage personal leadership
• We motivate each other with our ambition

Accountability

• We deliver maximum value to our customers and stakeholders
• We take ownership and are accountable for the outcome
• We reward and celebrate performance

We are proud to be an equal opportunity employer. We do not discriminate against individuals on the basis of race, gender, age, citizenship, religion, sexual orientation, gender identity or expression, disability, or any other legally protected factor. We value the unique talents of all our people, who come from diverse backgrounds with different personal experiences and points of view and we are committed to providing an environment of mutual respect.

Additional Information

This job description is only describing the main activities within a certain role and is not exhaustive. It does not prevent to add more tasks, projects. 

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