Compliance & Risks

• Define and own the global Demand Generation vision, strategy, and multi-year roadmap. • Lead, mentor, and manage the Demand Generation team to ensure high performance. • Design and oversee the execution of integrated, multi-channel campaigns with a focus on ABM. • Directly manage the Demand Generation budget and resource allocation to maximize ROI. • Define the ideal prospect profile and target audience for campaign efforts. • Own the overall marketing attribution model and reporting infrastructure. • Establish key performance indicators for Demand Generation and hold the team accountable.

• Monitor regulatory developments for specified countries/regions, topic(s) and/or sectors • Ensure a comprehensive & reliable bank of sources of regulatory information is built up & maintained to ensure effective and optimal monitoring • Own and maintain Country Monitoring Standard Operating Procedures (SOPs) for specified countries, ensuring sources of regulatory information and any useful information to aid monitoring is recorded and current • Leverage advanced monitoring tools and technologies, including AI, to maximize efficiency and promptness in capturing regulatory information • Conduct general research in the field of global regulations and standards • Monitoring, assessing, identifying & reporting regulatory changes applicable to selected products, countries and/or policy areas, in response to specific customer needs e.g. requirements projects, assessments • Develop and maintain a thorough knowledge and understanding of C&R’s key regulatory topics, sectors and geographical areas of coverage • Develop and maintain growing expertise for a designated regulatory topic(s), sector (s) and/or region(s) within C2P, continually expanding your knowledge through reading, attending webinars and conferences, and creating written content on the topic • Assist in the preparation and presentation of webinars for C&R’s existing and prospective clients, working closely with a senior member of the team in line with the GRCT SME buddy system • Assist in the research and answering of customer queries which come through our “Ask Our Experts” function related to your areas of expertise and/or assigned countries • Create content such as C&R website blogs, white papers, newsletters, etc. for review by a senior team member and collaborate with Marketing to highlight key regulatory developments • Contribute to your applicable topic, sector and/or geographical SME “pods”, coordinating efforts with the pod leader and other primary and/or secondary SMEs for that area of expertise to ensure consistency, alignment, effective knowledge sharing and collaboration on marketing material development • Assign all sources entered into the C2P database for Review and Release by a senior member of the team until you fulfil the self-publishing criteria set out by the QA Manager whereby regulatory content can be published directly into the C2P system • Ensure that all content entered into C2P is structured, accurate, and aligned with internal conventions and quality standards • Ensure that all database content made available to C&R’s customers is reliable, timely, and of consistently high quality • Add regulatory updates and expert commentary on global regulatory developments of importance and interest to customers.

• Build a strong relationship, and a reputation for excellent service, with our customers in terms of user knowledge and problem solving. • Proactively drive customer adoption and value realization within an automation-first environment, leveraging in-product experiences and system-driven workflows while engaging with customers directly at high-value moments. • Investigate and solve customer issues by understanding customer context, usage needs and patterns, and business goals. • Develop a deep understanding of each customer’s business, products, and compliance processes in order to drive adoption, retention, and expansion. • Own subscription renewals for assigned customers, ensuring value is clearly demonstrated throughout the lifecycle and partner with internal teams to support successful renewal outcomes. • Use platform tools to monitor customer health, usage, engagement, and signaling, to identify adoption risks, renewal readiness, and potential upsell opportunities. • Highlight customer use case details to reinforce our products. • Co-ordinate migration to new products as and when needed, acting as the primary customer owner through the migration process. • Identify churn/downsell risk early and work cross functionally to mitigate churn. • Use analytical thinking, platform data, and tools to prioritize engagement and develop strategies in support of optimal usage of our products based on customer needs. • Support customer enablement through a combination of self-service education, knowledge materials, and develop additional programs and documentation as needed. • Record all customer interactions and activity against the customer record ensuring the customer record is comprehensive and up to date. • Regularly monitor customer health, and proactively engage with customer to drive adoption and retention as per our Level of Service Framework • Contribute to the development of an innovative and user-centric customer success structure for a dynamic and sophisticated customer base. • Collaborate with other departments as needed in growing the customer base, driving adoption and retention • Serve as the Voice of the Customer internally, sharing insights, feedback, and emerging needs based on customer engagement.

• Engage with and qualify outbound prospects & inbound inquiries • Support specific marketing campaigns by conducting cold calls to set up appointments for Business Development Managers & Directors • Support and follow-up on all inbound leads generated from Webinars, Whitepaper downloads, Demo requests etc. to convert qualified leads and set up appointments for BDs • Reach out to potential clients over the phone, email & social media to expand awareness, educate, ask for referrals, identify new opportunities and develop account intelligence • Nurture targeted accounts to help move leads from marketing qualified leads to sales qualified leads & opportunities • Coordinate appointments between prospects and business development representatives • Act as the subject matter expert on Compliance & Risks product and service offerings • Learn, build and help drive continuous improvement for sales operation process • Partner with Content and Product Marketing to develop and test effective messaging for outbound communications to your team’s assigned accounts • Partner with Sales & Account Management to understand what makes a good quality SQL / opportunity • Work as an integral part of the Sales team to develop account intelligence, relationship maps and identify opportunities through direct account engagement & insight tools • Effectively partner and work across the marketing & sales team to better understand our ideal target client profile • Communicate and share the changes that you hear from the market to help improve our offering • Maintain the integrity of the Hubspot database by updating obsolete information • Maintain thorough and accurate records about leads / accounts / deals in HubSpot • Manage and track your activities using the CRM • Utilize LinkedIn to nurture relationships with targeted accounts & leads • Share relevant content with these contacts where appropriate