Director – Research

This is a fully remote position, open to applicants in New York.

📋 Description

• Oversee and expand a portfolio of designated Financial Markets accounts, including Investment Banking, Asset Management, Private Equity, Pension Funds, and major Corporates.

• Take ownership of account-specific revenue goals, encompassing expansion, renewals, cross-selling, and upselling initiatives.

• Cultivate strong client relationships with stakeholders across Research, Strategy, Investment Operations, Data, Analytics, Finance, and CXO-level executives.

• Recognize opportunities within current accounts by comprehending client priorities, operational challenges, budget cycles, and transformation agendas.

• Generate new leads via outreach, referrals, client mapping, industry analysis, follow-up on thought leadership, and relationship-driven prospecting.

• Create account plans that include stakeholder maps, engagement strategies, whitespace opportunities, competitor analysis, and growth tactics.

• Promote Sutherland’s professional services in Investment Research, Portfolio Monitoring, Market Research, ESG Research, Investment Reporting, Automation, and Analytics.

• Collaborate with Sales, Delivery, Solutioning, Research Leadership, and offshore subject matter experts to develop client propositions.

• Assist in the development of proposals, commercial discussions, pricing inputs, solution design, and contract renewal processes.

• Present pitches and business reviews to senior stakeholders.

• Maintain account management rhythm, pipeline tracking, opportunity follow-ups, CRM upkeep, revenue forecasting, and client engagement planning.

• Identify service challenges, escalation risks, delivery gaps, and opportunities to enhance engagement quality.

• Partner with delivery teams to position Sutherland as a strategic partner.

• Support marketing efforts and the dissemination of thought leadership at industry events.

• Travel as necessary for client meetings, account evaluations, and industry events.

⛳️ Requirements

• A minimum of 6–10 years of progressive experience in account management, business development, enterprise sales, or client relationship management.

• A graduate degree is required.

• A Master’s degree in Finance, Economics, Business, or a related field is preferred.

• A solid understanding of Financial Markets, including Investment Banking, Asset Management, Private Equity, Sell-side Research, Investment Operations, and Research & Analytics services.

• Experience in managing named accounts, crafting account plans, identifying whitespace opportunities, and increasing revenue within existing client relationships.

• Commercially savvy and financially literate, comfortable discussing research, analytics, data, reporting, and managed services with senior client stakeholders.

• Experience in selling or managing professional services, research services, offshoring, outsourcing, analytics, data management, or financial services solutions is highly desirable.

• Strong client service focus and the ability to establish trusted, long-term relationships across various stakeholder levels.

• A disciplined approach to sales, including pipeline development, opportunity qualification, revenue forecasting, proposal coordination, and follow-through.

• Excellent presentation, communication, and negotiation skills, with the ability to engage with Head of Function and CXO-level stakeholders.

• Previous experience in a front-office, research, investment operations, consulting, or financial services setting is advantageous.

🏝️ Benefits

• Remote work.

• Confidential management of application information in accordance with EEO guidelines.

• Voluntary completion of Administrative EEO records; inclusion or exclusion of data will not influence employment decisions.