Client Accounts Executive

ABOUT IBS INTELLIGENCE & THE CEDAR GROUP

Established

• in 1991 and headquartered in the UK, IBS Intelligence (IBSi) is the world's
• only pure-play Financial Technology research, advisory and media firm, with
• global coverage and a 360° portfolio of intelligence offerings. For over 30
• years, IBSi's expert teams have delivered independent, in-depth, actionable
• insight across Financial Technology and the global banking, consulting,
• technology and institutional-investor world. IBSi covers 5,000+ FinTech vendors
• in depth — the largest such coverage by any research firm in the space — and
• its iconic annual Sales League Table has been the industry's barometer of
• global FinTech vendor performance for 20+ years, spanning 120+ leading
• participants across 150+ countries and 20+ system types.

IBSi

• is part of the wider Cedar-IBSi platform. The platform runs Cedar-IBSi FinTech
• Labs, a BankTech / B2B FinTech accelerator home to 70+ FinTechs since 2017;
• Cedar Hill Capital, an early-stage venture capital fund backing founders
• building AI-first enterprise technology for financial services; and Cedar, a
• 40-year-old global management consulting firm with deep expertise in business
• strategy and technology and digital transformation for financial-services
• clients worldwide.

ROLE PURPOSE

• The Client Accounts Executive owns revenue growth and client engagement for IBS
• Intelligence across Singapore and APAC, selling IBSi's flagship offerings into
• FinTechs, banks and financial institutions, consulting firms and investment
• firms.

ROLE OVERVIEW

• As Client Accounts Executive for IBSi in Singapore, you will build the pipeline, run
• pre-sales conversations, and deepen relationships with existing and past
• clients. The role calls for a strong working understanding of IBSi's products,
• disciplined account mapping, opportunity identification and market research. It
• may also be titled Sales Executive or Business Development Executive.

KEY RESPONSIBILITIES

Revenue

• generation & pipeline ownership
• –Drive revenue growth and sales of
• IBSi's key offerings — including summit sponsorships, awards packages, Lab
• memberships and the IBSi Galaxy platform, among others.

Business

• development & market expansion
• –Identify, qualify and convert new
• business opportunities across FinTechs, consulting firms, investment firms
• (PE/VC) and banks / financial institutions in Singapore and APAC.
• –Lead pre-sales discussions with
• firms and hand over to IBSi sales leadership teams across key markets (India
• and the Middle East, among others).

Client

• relationship management
• –Build and nurture long-term
• relationships with stakeholders, decision-makers and influencers across the
• FinTech and banking ecosystem.
• –Maintain and deepen relationships
• with existing and past IBSi Singapore and APAC clients through regular
• engagement.

Sales

• strategy & reporting
• –Attend external industry events
• to network with organisations and identify new prospects.
• –Develop and maintain a sales
• pipeline using CRM tools; report weekly progress and forecasts to management.
• –Stay informed on FinTech
• innovations and competitor activity.

Internal

• collaboration
• –Work closely with marketing on
• campaigns and lead generation; coordinate with delivery and research teams to
• ensure proposal and output quality; feed client needs back into product and
• research development.

QUALIFICATIONS & EXPERIENCE

• Education: Bachelor's degree from a reputed
• university; postgraduates are welcome.
• Experience: 3–5 years of experience selling
• software or services to banks, FinTechs, consulting firms and investment firms,
• with demonstrated success in achieving sales targets and building long-term
• partner relationships.
• Other: Willingness to travel within Singapore
• and the wider APAC region to engage with clients and attend events. Knowledge
• or experience of the FinTech, financial services or technology sectors is an
• added advantage.

SKILLS, DOMAIN & COMPETENCIES

Functional &

• technical skills: Consultative
• and solution selling; pipeline and account management; commercial proposal
• development; CRM discipline and forecasting; pre-sales and opportunity
• qualification.

Banking & FinTech

• domain knowledge: Banking
• and financial-technology market landscape; FinTech vendor ecosystem; how
• research, advisory and media offerings create value for banks, FinTechs and
• investors.

Behavioural

• competencies: Confident
• self-starter; independence and ownership; excellent communication; commercial
• judgement; client orientation; resilience.

KEY STAKEHOLDERS

• Internal: Head of IBSi, IBSi sales leadership
• across India and the Middle East, marketing, research and data teams, editorial
• and digital-properties teams.
• External: Banks and financial institutions,
• FinTech and technology vendors, consulting firms, investment firms (PE/VC), and
• event sponsors across Singapore and APAC.

CAREER PROGRESSION & SUCCESS

• Progression: Subject to sustained performance,
• demonstrated capability and business requirements, the role offers a path
• toward senior commercial and account-leadership positions within IBSi.

Success (first 12–18

• months): The
• Singapore & APAC territory meets or exceeds its revenue target; a healthy
• qualified pipeline is built and maintained; existing and past client
• relationships are re-engaged and grown; CRM records and forecasts are accurate
• and reliable.