About the company:
At Cirium, our goal is to keep the world connected. We are the industry leader in aviation analytics; helping our customers understand the past, present, and predicting what will happen tomorrow. Our mission is to transform the aviation industry by enabling financial institutions, aircraft manufacturers, tech giants, airlines, airports, travel companies, and many more accelerate their own digital transformation. You can learn more about Cirium at the link below. https://www.cirium.com/
About our Team:
The Financial Services Team is key to accelerating the continued growth of Cirium. Our high performing team is continuously evolving and striving for greater commercial impact. Our philosophy is built around client centricity, adopting a consultative approach to discussions and focuses on helping clients understand the value we provide to their business and help them navigate the buying process.
The Financial Services Team is based in our City of London office, and is part of the wider EMEA sales team. The EMEA sales team also includes sectors across travel, technology providers, and aircraft manufacturers and servicers.
About the role:
The Key Account Manager is focused on managing an existing book of business within the Aviation Financial Services & Aerospace sector alongside generating new business and revenue from the territory.
The KAM must be an excellent communicator, have superior and exemplary people skills, and possess a strong self-driven and self-motivated work ethic and curiosity. The KAM must be comfortable presenting Cirium’s services appropriately, (face to face or over the phone/online) to users/analysts and C-Suite level executives.
The goal of the KAM is to execute on Cirium’s progress in order to support our rapid growth strategy and there are 2 parts to this role:-
Responsibility for building on our relationships across the key decision makers within the existing client base, building long term strategic growth plans based on scalable contracts and identifying new problems we can solve with current and new product offerings Identifying, prospecting and developing new business relationships with relevant and targeted new clients across the territory
Responsibilities:
Manage a portfolio of clients to optimise satisfaction, engagement, and retention and growth
Drive New Business sales through acquiring ‘New Logo clients’
Build and own a short / medium territory plan supported with account plans, both designed to focus efforts in maximising existing and new revenue streams
Identifying new problems that we can solve, working with internal resources to deliver complex solutions into new sections of a defined client base, continually demonstrating ROI to the client
Articulate Cirium solutions and services to existing and prospective clients focused on their stated business objectives
Understand prospect/client requirements, purchasing dynamics, and contracting processes
Schedule and attend sales appointments, face to face and/or via telephone/online, with existing and prospective clients
Attending and networking at industry conferences and events
Work side-by-side with cross functional departments and colleagues to present a unified view of Cirium and our capabilities
Maintain exemplary record keeping using Salesforce.com and other Sales Performance tools
Skills Required:
Full understanding of and proficiency in Value Based Selling with proven examples of Value Based Selling
Proven experience as an AM or comparable sales role in information services
Proven track record in delivering high growth from accounts and territories with strong and consistent performance at exceeding sales objectives and quotas
Able to articulate to clients and prospects a future state vision
Proven ability to learn quickly about products and services and Complex Data / Technology solutions
Excellent communication, interpersonal skills and customer focus alongside the highest ethical standards
Be a strong team member who communicates effectively – your internal team focus needs to combine sharing, fostering and collaboration
Able to travel regularly (internationally) for key client and on occasion be flexible in working to accommodate international colleagues and customers in different time zones
Familiarity with Salesforce / Aviation / Financial Services is advantageous
Necessary experience in Direct Sales
We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.
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RELX is a global provider of information-based analytics and decision tools for professional and business customers, enabling them to make better decisions, get better results and be more productive.
Our purpose is to benefit society by developing products that help researchers advance scientific knowledge; doctors and nurses improve the lives of patients; lawyers promote the rule of law and achieve justice and fair results for their clients; businesses and governments prevent fraud; consumers access financial services and get fair prices on insurance; and customers learn about markets and complete transactions.
Our purpose guides our actions beyond the products that we develop. It defines us as a company. Every day across RELX our employees are inspired to undertake initiatives that make unique contributions to society and the communities in which we operate.
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