Organization Details

Aranca (www.aranca.com) is a global firm providing diverse research, advisory and valuation services across sectors and markets. Our solutions provide decision makers with the insight and confidence to make the right choice. Since Aranca's inception in 2003, we have been recognized as a leading provider of high-end, customized research and advisory services and a trusted knowledge partner to a diverse spectrum of clients, including Fortune 500 companies, investment banks, venture capital/private equity firms, asset managers, corporations, consulting firms, law firms and independent research providers, across the globe.

Our service offerings are structured around five complementary business lines:

• Investment Research

• Fixed Income & Credit Research

• Business Research

• Valuation & Advisory Services

• Intellectual Property Research

We are a fast-growing firm, with a 550+ team spanning India, the US, Europe, the Middle East and China. We are an innovative and result-centric organization with a strong belief in meritocracy.

KEY RESPONSIBILITIES

Business Development & Sales:

Drive targeted outbound BD and cold calling for new logo acquisition
Own discovery calls, pilot structuring, and early-stage qualification
Manage inbound leads and RFPs with pre-RFP expectation alignment
Position firm differentiation (quality, flexibility, cost, domain depth, AI enablement)
Own pipeline from first contact to closure and expansion

Client Relationship Management & Account Growth:

Act as the primary relationship owner for assigned client accounts
Run structured governance calls and QBRs; manage feedback and expectations
Own Account Growth Plans (AGPs) and drive structured account expansion
Monitor early risk signals (volume dips, disengagement, budget uncertainty)
Lead renewals, scope discussions, and annual pricing hygiene
Ensure revenue continuity during attrition via consultant bridge or shared bandwidth (with PM oversight)

Pricing & Commercial Ownership:

Own pricing discussions for new and existing accounts
Enforce role-wise pricing floors; prevent delivery-led discounting
Aligning staffing expectations to commercial economics

Candidate Requirement:

Functional Requirements:

10+ years experience in Investment Research KPOs, Financial Services, or Consulting
Strong understanding of ER / IB / PE / Credit Research workflows
Proven experience in client relationship management, account expansion, and sales

Soft skills & Behavioral skills:

Strong analytical, communication, and presentation skills
Excellent client relationship management and stakeholder engagement abilities
High commercial acumen with strong negotiation skills
Strong ownership mindset with attention to detail
Resilient, self-driven, and comfortable with outbound business development

Senior Manager- Sales and Business Development- Investment Research