Top Employers Institute is the #1 global authority on HR strategies. With our world leading Certification and data-led insights, we guide and empower organisations in delivering transformational people practices, driving business outcomes and helping them attract, engage and retain top talent.
Established more than 30 years ago and operating in 125 countries worldwide, Top Employers Institute collaborates with 2,400 companies, including some of the world’s most reputable brands, enabling them to build a better world of work. As a purpose-led and trusted organisation, we provide authoritative and insightful solutions that elevate HR strategies globally.
Purpose and Contribution to Company Strategy
The purpose of this role is to generate sustainable revenue growth and expand the strategic impact of the Top Employers program across a local and international portfolio of local, key and global accounts. This position drives the certification, renewal, and upsell of products and services, while acting as a partner for clients to help them enrich their world of work, and as a liaison between Sales, Delivery, and internal stakeholders to ensure clients realise maximum value from the program.
Key Responsibilities
- Manage an international portfolio of high-value, multinational client accounts, including local, global and regional accounts
- Drive expansions and renewal conversations by building long-term relationships with senior HR and executive stakeholders, including C-level and procurement counterparts.
- Be a subject matter expert and ambassador of Top Employers HR Certification and represent the organisation in the global and local HR community.
- Proactively identify client needs, position the full value of the program, and support clients in quantifying and achieving measurable business outcomes.
- Work closely with Client Success, Certification, Delivery, and global sales colleagues to ensure seamless experience and maximum client value.
- Achieve growth targets for existing accounts through effective expansion, upselling, and renewals, meeting or exceeding global sales and revenue objectives
- Contribute to ongoing product, service, and survey development by sharing client feedback and HR market trends with internal teams.
- Build and leverage a strong professional network by engaging with the worldwide HR decision-maker community.
- Participate in regional and global sales team meetings and collaborate internationally to support business objectives.
- Represent client interests internally to drive product innovation and excellence in delivery.
Key Success Competencies
Company-wide competencies
- Collaboration
- Customer focus
- Global perspective
Role-specific competencies
Strategic Thinking & Business Acumen
- Ability to understand complex client structures and global business / people strategies.
- Skilled in identifying growth opportunities and aligning Top Employers solutions with client goals.
- Comfortable navigating multi-stakeholder environments across regions.
Relationship Management
- Builds and maintains strong, trust-based relationships with senior client stakeholders, especially at C-Suite level
- Skilled in stakeholder mapping and engagement across global and regional levels.
- Able to influence and negotiate effectively.
Consultative Selling & Value Proposition Development
- Understands client needs deeply and translates them into tailored solutions.
- Communicates the value of certification and insights in a compelling way.
- Experience in upselling and cross-selling within strategic accounts.
Project & Account Management
- Manages complex account plans and ensures timely delivery of services.
- Coordinates internal teams to deliver seamless client experiences.
- Strong organisational skills and attention to detail.
Data-Driven Decision Making
- Uses insights and data to guide client conversations and demonstrate impact.
Global & Cultural Awareness
- Experience working with international clients and cross-cultural teams.
- Sensitive to local market dynamics and cultural nuances.
Communication & Presentation Skills
- Excellent verbal and written communication, especially with senior stakeholders.
- Confident in presenting to large groups or executive audiences.
Resilience & Adaptability
- Thrives in a fast-paced, evolving environment.
- Able to manage ambiguity and shifting priorities.
Qualification Criteria
- Bachelor’s degree (or equivalent), with preference for advanced business, HR, or relevant studies.
- 5-7+ years’ experience in international Account Management, preferably in HR or professional services with a focus on strategic/global accounts
- Demonstrated expertise in value-based selling, consultative needs analysis, presenting to large/executive audiences, objection handling, and closing complex deals.
- Strong negotiation skills at senior and global levels, including contract lifecycle, from proposal to long-term partnership.
- Excellent communication skills: able to engage with executive stakeholders, deliver persuasive presentations, and communicate complex value propositions.
- Fluency in English (written and spoken); additional languages are an advantage and foster international collaboration
- Willingness and ability to travel for client meetings, conferences, and company gatherings as required for a global portfolio.
Top Employers Institute is an Equal Opportunity Employer. We respect and celebrate each other’s differences. We know that a diverse workforce enhances our success. We are conscious that having the freedom to be yourself is the basis of sustainable growth. To us, it doesn’t matter where you were born, what you believe in, how old you are, what you look like, or who you love. We actively promote and depend on the diversity of thought, skills, and capabilities in our project teams to serve our international consumer base in the best way possible. We believe that different perspectives and backgrounds actually lift Top Employers Institute to new heights and increase our way of thinking for a better world of work. Join us, as there is a place for you here!