Position Description
We are looking for an experienced Enterprise Account Manager responsible for managing strategic enterprise accounts and leading the commercial relationship throughout the software licensing and contract lifecycle. This role combines enterprise account management with commercial negotiations, software licensing, contract coordination, and intellectual property (IP) matters. You will manage existing enterprise customer relationships, prepare commercial proposals, coordinate with legal and technical teams, negotiate software licensing agreements, and identify opportunities to expand the use of Esprow's software platform and related services. Success in this position requires a strong understanding of capital markets technology, excellent client relationship skills, and the ability to translate customer requirements into commercial proposals and licensing solutions. Position Responsibilities
- Build and maintain strong relationships with existing enterprise clients, acting as a primary point of contact for ongoing communication and support.
- Lead commercial discussions and contract negotiations related to software licensing, intellectual property (IP), confidentiality, software usage rights, and other commercial terms.
- Coordinate contract negotiations between customers, internal management, and external legal counsel.
- Manage commercial aspects of contract renewals, licensing expansions, and additional software purchases.
- Prepare commercial proposals, quotations, Statements of Work (SOWs), RFP responses, licensing documentation, and coordinate procurement and vendor onboarding activities.
- Identify opportunities to expand software licensing, professional services, and platform adoption within existing enterprise accounts.
- Develop trusted relationships with procurement, legal, and commercial stakeholders on the customer side to facilitate efficient contract negotiations and long-term partnerships.
- Represent Esprow in client discussions, workshops, and industry events related to trading infrastructure, APIs, and testing frameworks.
-6-10 years of experience in enterprise account management, client services, consulting, or professional services delivery within financial technology or capital markets.
- Strong understanding of software licensing models, intellectual property (IP), software usage rights, and enterprise commercial agreements.
- Experience negotiating enterprise software licensing agreements, commercial contracts, renewals, and IP-related commercial terms with enterprise customers.
- Experience working with exchanges, banks, and brokers, or other capital markets institutions.
- Experience preparing commercial proposals, quotations, or responding to RFPs for enterprise customers.
- Familiarity with electronic trading environments, APIs, connectivity protocols, or trading system architecture.
- Ability to collaborate effectively with procurement, legal, engineering, QA, and product teams throughout enterprise customer engagements.
- Strong client-facing communication and presentation skills.
- Excellent attention to detail in written communication and commercial documentation.
- Strong organizational and coordination skills, with the ability to manage multiple engagements simultaneously.
- Knowledge of the FIX Protocol and experience working with FIX-based trading environments.
- Experience with exchange certification testing or trading system onboarding projects.
- Familiarity with API testing tools, messaging protocols, or automated testing frameworks.
- Experience coordinating or participating in technical client implementations or integration projects.
- Experience participating in industry events or client-facing presentations.
- A mature professional who takes ownership of opportunities and follows them through to completion.
- Independent and proactive, comfortable operating in an entrepreneurial environment.
- Curious about technology and motivated to understand client challenges in depth.
- A collaborative team player who works well with technical teams.
- Driven to build long-term client relationships and contribute to the company’s growth.
- Full-time position (mix of onsite and remote).
- Competitive package.
- Career path in a technology company with many talented people.
Esprow is a highly innovative and fast-growing technology company with some of the world’s highest profile financial institutions as our clients. Working with us, you will be exposed to innovative and cutting-edge technologies and be involved throughout the application development cycle. Our Esprow Enterprise Testing Platform (ETP) is unique in the market for API lifecycle management, and automated certification, testing, and simulation of financial trading solutions. With a presence in New York, London, Singapore, and Tokyo, we deliver our technology to clients across the globe.
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