Account Manager EMEA

Horizon Trading Solutions is an independent global technology company focused on electronic trading, supporting agency and principal business activities across equities and derivatives.

For over 20 years, we have equipped leading capital market participants with algorithmic trading technology and direct connectivity to more than 80 exchanges worldwide.

We are currently looking for an Account Manager EMEA to strengthen to drive sustainable revenue growth and increase the value of Horizon’s existing client accounts by developing structured account plans, identifying upsell and cross-sell opportunities, securing renewals and strengthening relationships with key decision-makers. The Account Manager acts as the commercial owner of each account and coordinates internal teams to turn client knowledge into profitable growth.

Key Responsibilities

1. Grow the Existing Client Portfolio

• Develop and manage an account plan for each priority account, covering growth potential, stakeholder mapping, key challenges, competition, opportunities and actions.
• Identify, qualify and convert upsell, cross-sell, geographic expansion and functional expansion opportunities.
• Build a reliable, documented expansion pipeline and keep it regularly updated in the CRM.
• Prepare business cases and commercial proposals, and lead negotiations and contracting through to closing.

2. Secure Retention and Renewals

• Anticipate renewals and churn risks, with a retention plan shared with the relevant teams.
• Monitor product usage, client satisfaction, value delivered and commercial pain points across the portfolio.
• Lead account reviews and executive business reviews, providing actionable recommendations.

3. Build Executive Relationships

• Build lasting relationships with sponsors and decision-makers across business, IT, trading, operations and procurement.
• Understand each client’s strategy, organisation and priorities in order to develop new use cases.
• Represent the voice of the client internally while protecting Horizon’s commercial interests.

4. Coordinate Internal Execution

• Coordinate Client Services, Customer Delivery, Product, PreSales, Legal and Finance around the account objectives.
• Ensure clear handovers and follow through on commitments made to clients.
• Share market signals, client needs and competitive insights that can inform the product roadmap.

5. Manage Performance

• Track growth, retention, pipeline, forecast, stakeholder coverage and margin indicators.
• Produce evidence-based forecasts, explain variances and recommend corrective actions.
• Contribute to commercial discipline, sales methodologies and the team’s continuous improvement.

Expected Outcomes Within 12 Months

• 100% of priority accounts have an approved account plan that is updated quarterly.
• Achievement of the annual recurring revenue and/or revenue expansion target across the assigned portfolio (quantified target to be defined).
• A qualified expansion pipeline maintained at a level consistent with the annual objective (recommended benchmark: at least 3x the target).
• Renewal rate and net revenue retention in line with agreed objectives, with no strategic renewal identified too late.
• Multi-threaded mapping of decision-makers and influencers across all strategic accounts.
• Reliable monthly forecast, up-to-date CRM data, and clearly documented risks and opportunities.

What we are looking for

• At least five years of experience in account management, sales or complex B2B business development.
• Experience in finance or capital markets is mandatory: investment banking, brokerage, asset management, fintech, financial software or a comparable environment.
• Demonstrable results in growing existing accounts, complex negotiations and managing long sales cycles.
• Ability to engage effectively with both business and technical stakeholders, including at executive level.
• Understanding of SaaS/licensing models, recurring revenue, renewals and account profitability.
• Exposure to trading technology, software platforms, APIs/connectivity or IT projects would be a strong advantage.
• Professional fluency in French and English is essential; another European language would be an advantage.

Skills and Behaviours

• Growth mindset and results orientation
• Knowledge of financial markets and understanding of client challenges
• Account planning and prioritisation skills
• Influencing, active listening and relationship-building skills
• Commercial negotiation and value-based selling
• Cross-functional collaboration and strong execution
• CRM discipline, forecasting and data-driven management
• Technological curiosity, autonomy and an entrepreneurial mindset

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