Zack Keane interview: Transitioning to projects & key account management
In January 2020, Zack Keane redefined his career at Caspian One. Already a well-respected and reputable recruiter specialising in the financial technology markets (C++ in particular), Zack pitched and secured, the new title of Key Account Manager – a first for Caspian One.
Aligned with our Projects division, Zack has become responsible for many of our most critical and valuable FinTech clients; working with them to deliver typically complex technology projects, defined by MSAs and milestone-based outcomes.
In this week's interview, Zack talks about his progression at Caspian one... sharing insights on the role he’s played in developing our projects-related services, exploring his experiences in recruitment and sharing views on the future.
If you’d like to learn more about Zack’s career or the Projects division, connect with on LinkedIn or contact zack.keane@caspianone.com / +44 (0) 2036 919 177
How did you get started with Caspian One?
Before joining Caspian One I’d reached a limbo stage, undecided between pursuing my career or travelling. I decided to save up and take a sabbatical from work, to travel the world. When I came back my previous employers were kind enough to take me on but after a few months, I knew I’d accomplished all I could with them.
For many years I’ve been friends with Philip Staples, regularly playing football with him each week. I’d noticed his career successes, so we had a chat and he mentioned that Caspian One was a growing recruitment business where you could manage your own desk with no real ceilings on earning potential. It felt very entrepreneurial, which I liked. I got a good feel for the company and its people, interviewing after a referral from Phil. I did my research and decided to go for it, and what can I say... the rest is history.
Can you please describe how your career has progressed?
I started at a Resourcer level working in the Java market. Over time I began to build a name for myself in the world of C++, achieving various successes and internal promotions. I began picking up and managing my own accounts, at which point I realized just how many different facets there are; from effectively sourcing to account management, business development, etc.
In the last two years my role has progressed to pure account management, focusing on some of our UK FinTech division’s most critical and valuable accounts – growing these organically through strong relationships; regular visits to London, building up new areas, providing roles for the team and listening to the needs of our clients - so we can provide a better service.
A common saying at Caspian One is, “your network is your net worth”.
After 20 years we’ve been able to develop a high-quality and refined network, in large part thanks to each of our individual consultants; focusing on niche markets and technologies, and building complex networks quickly, which in turn means that we deliver at speed for clients.
Our reputation and successes naturally led us into project-related conversations with clients, who were keen to work with us in a more partnered fashion. That has moved us away from the 1’s & 2’s of traditional recruitment delivery, towards managed service models for key accounts - namely Investment Banks.
We’re now able to take over project delivery responsibilities for senior managers who previously would have faced multiple blockers... at a very competitive price, with a rounded service and central Project Hub (managing everything from milestones to governance).
These services have been well received and my career is now directly tied to Key Accounts and the Project Division at Caspian One.
What role have you played in forming our project-related services and introducing them to the market?
In terms of MSAs and Projects, I was heavily involved in the processes for several of our investment banking clients, working with the senior leadership team. It was certainly an emotional process at times, many (many) video calls and conversations with the client(s), but it all proved worthwhile.
This has resulted in me managing quite a large team with one account specifically, delivering and growing that managed service organically... so that’s been quite a significant milestone!
I’ve also been working with a FinTech to provide services in a similar fashion, managing that account into double figures for runners - and more recently, we collectively secured a partnership with a ‘mammoth’ account we’ve been pursuing for close to a decade, another major milestone for Projects at Caspian One.
That win has opened the floodgates for us, so to speak - but in many ways, the hard work only starts now as we focus on delivery and maintaining that reputation within the bank. It’s seen us pull together even closer as a team which is excellent, with everyone ‘mucking in’ to ensure we deliver.
How do you see your role evolving and growing over the months/years to come?
That’s a good question. I think that with where we’re going as a business, Projects is huge and clearly now a key part of Caspian One. As you can imagine, we’ve had many conversations with internal teams and the Board of Directors about where we’re headed. From this, I’d say I view my role in the future as being managerial over perhaps a Key Account group.
I was the first person to create the Key Account Manager job title here, it was something I had to pitch and prove to be successful, which I believe I have achieved. Knowing the landscape ahead and having spoken to others involved, I certainly think that we’ll not only require an effective delivery team, but also a critical key account management stream to help support and grow accounts.
Additionally, having a diverse client portfolio is important for Caspian One. To do this we need to learn from and teach others, successful account management techniques and processes that can be mirrored with new accounts. So, I see this leading to me having people underneath me, initially working with smaller accounts to learn the ropes before moving onto more MSA-type clientele.
You’ve been with Caspian One since 2014. What’s motivated you to remain with the business?
It’s the constant challenges, I think. Certainly, over the last few years, there has been significant change as we’ve grown as a business. There was COVID which was challenging but with the way the company was run, it meant we could stay at work at a time that was tough for many others. In fact, I think we’ve come back stronger, which says a lot about the company.
I like the fact that they look after their people at Caspian One, they’re always looking to grow people and move them in the right directions. A big thing is that they listen to their employees, we have regular updates, and they really want our feedback.
Going back to the challenges, the main thing for me is that you can (pretty much) do what you want here – by which I mean you can mould your own career. It sounds a bit cheesy, and others say the same, but I’m a great example of this. I’ve actually done exactly this with the whole key account manager route and overall, it’s a very ambitious company that suits me.
With Adam being the Manager that he is, he and the board are open to new ideas and actively want people to bring them new suggestions. In a way this makes the role quite creative and very flexible, it’s not like you have someone micromanaging you or delegating work etc.
