Senior Associate Director – Account Management, Japan(Parameta Solutions)

The TP ICAP Group is a world leading provider of market infrastructure.

Our purpose is to provide clients with access to global financial and commodities markets, improving price discovery, liquidity, and distribution of data, through responsible and innovative solutions.

Through our people and technology, we connect clients to superior liquidity and data solutions.

The Group is home to a stable of premium brands. Collectively, TP ICAP is the largest interdealer broker in the world by revenue, the number one Energy & Commodities broker in the world, the world’s leading provider of OTC data, and an award winning all-to-all trading platform.

Founded in London in 1866, the Group operates from more than 60 offices in 27 countries.  We are 5,200 people strong.  We work as one to achieve our vision of being the world’s most trusted, innovative, liquidity and data solutions specialist.

Parameta Solutions

Parameta Solutions is the Data & Analytics division of TP ICAP Group. The business provides clients with unbiased OTC content and proprietary data, in-depth insights across price discovery, risk management, benchmark and indices, and pre and post-trade analytics. Its post-trade solutions offering helps market participants control their counterparty and regulatory risks through a growing range of tools that manage balance-sheet exposure, as well as compression and optimisation services. The Data & Analytics division includes the following brands: Tullett Prebon Information, PVM Data Services, ICAP Information and Burton-Taylor Consulting.

Tullett Prebon

A world-leading intermediary in the wholesale financial and energy markets, Tullett Prebon seeks to maximise value for its clients' trading activities across voice, hybrid and pure electronic channels.

We offer broking services for a wide range of asset classes, including Equities, Credit, FX, Rates and Insurance Derivatives. 

Across all asset classes, Tullett Prebon offers e-solutions to give clients the choice to enter prices and execute trades electronically and directly via one of our hybrid electronic trading systems, or to engage with brokers to help identify and negotiate trades.

Role Overview

Parameta Solutions has set exciting objectives to grow its business and increase contribution to group revenues across a five-year period. Aligned to this strategy is the position of a regional account manager covering Japan, to be located in the Tullett Prebon Japan office in Tokyo.

The Regional Account Manager- Japan will work to grow Parameta revenue across key regional clients, strategic accounts and new product initiatives from existing customers. You will own client interaction, lead curation, regional sales strategy and localised interaction with key channel partners. Internally, you will work closely with sales, product specialists, marketing and channel to accelerate growth. It will also be important to build stakeholder engagement with the relevant TP ICAP brokerage desks.

Role Responsibilities

The role carries the following responsibilities:

• Drive organic revenue growth from key markets, strategic accounts, regional accounts and new products across existing customers
• Construct, forecast and manage pipeline via Salesforce.com
• Manage client renewals and drive sustainable growth across the existing book of business
• Communicate effectively and efficiently via phone, email, and in-person meetings
• Develop strong collaborative relationships with key internal stakeholders
• Perform diverse functions effectively: territory management, account management sales strategy for upselling/cross-selling and lead generation
• Maintain and build on your understanding of OTC fixed income and derivative markets
• Contribute to the global D&A sales and marketing strategy
• Implement broad territory plans and strategic account plans aimed at maximizing growth and minimizing surprise cancellations
• To fulfil any additional/ad hoc duties as required to meet the needs of the business

Experience / Competences

Essential

• 5 to 8 years experience, with a proven track record of growing revenue, managing strategically significant accounts and consistently exceeding targets aligned to strategic organizational goals
• Familiar with value selling and challenger sales methodologies
• Excellent communication and interpersonal skills, with the ability to identify and provide comprehensive solutions for varying customer needs
• Thrives in and drives a fast-paced environment
• Skilled in use of Salesforce.com, Microsoft applications (Teams, Copilot, Word, Excel, PowerPoint), Snowflake and Salesloft (or similar application)
• Self-starter with ability to problem solve, adapt, and grow with the sales organization Demonstrate previous experience selling financial market data & analytics-based solutions
• Fluent in English and Japanese
  

Desired

• Experience working with cloud solutions delivery, including AWS and GCP
• Understanding of energy & commodities markets preferable
• Understanding of OTC market structure and regulation

Job Band & Level

• Manager /  6B

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Not The Perfect Fit?

Concerned that you may not meet the criteria precisely? At TP ICAP, we wholeheartedly believe in fostering inclusivity and cultivating a work environment where everyone can flourish, regardless of your personal or professional background. If you are enthusiastic about this role but find that your experience doesn't align perfectly with every aspect of the job description, we strongly encourage you to apply. You may be the ideal candidate for this position or another opportunity within our organisation. Our dedicated Talent Acquisition team is here to assist you in recognising how your unique skills and abilities can be a valuable contribution. Don't hesitate to take the leap and explore the possibilities. Your potential is what truly matters to us.

Company Statement

We know that the best innovation happens when diverse people with different perspectives and skills work together in an inclusive atmosphere. That's why we're building a culture where everyone plays a part in making people feel welcome, ready and willing to contribute. TP ICAP Accord - our Employee Network - is a central to this. As well as representing specific groups, TP ICAP Accord helps increase awareness, collaboration, shares best practice, and holds our firm to account for driving continuous cultural improvement. 

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