Key Account Manager ( MENA Travel ) - Cirium Dubai
At Cirium we are proud. Proud of our heritage, since 1909, and proud of the future business we are building together. Our people are at the centre of who we are.
Whatever your background you are welcome. We are looking for talented and dynamic team players who focus on delivering successful outcomes.
We are a business where three out of our seven leaders are women, over 20 languages are spoken, where some leaders have grey hair, and some have purple.
Where our sales teams take time out to support local schools and our product teams champion local women back into the workplace.
Some things you might not know about Cirium :
Cirium supplies data, analytics and insight and advisory to market-leading aviation and aerospace companies you use every day our data powers the aviation industry and supports seamless travel for millions worldwide.
Cirium has 16 offices worldwide and we celebrate our global diversity through events and networks throughout the year
Cirium is part of RSG, which is part of RELX, a FTSE 100 traded company (which was just named by Forbes as one of the world’s most innovative companies).
Our benefits stand out - they even include two days a year for you to dedicate to the charitable activity of your choice and a further two days per year for you to support Race and Multicultural Employee Resource Group activities.
Cirium and RSG are founding members of the Tech Talent Charter, committed to increasing the ratio of women and under-represented groups working in technology.
Job Purpose :
The Key Account Manager (KAM) is focused on generating revenue from a set territory alongside an existing book of business and new business within the Aviation Finance sector.
There will be 2 parts to this role
You will be responsible for building 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 both existing and new product offerings.
Identifying, prospecting and developing new business relationships with relevant and targeted new clients across the region.
The KAM must be an excellent communicator, have superior and exemplary people skills, and possess a strong self-driven and self-motivated work ethic.
The KAM must be comfortable presenting products and services appropriately either face to face or over the phone / online to users / analysts and C-Suite level executives.
The ultimate goal of the KAM is to execute significant growth for Cirium in order to support our rapid growth strategy.
Key Accountabilities / Responsibilities :
Build a long term strategic territory plan and account plans designed to focus efforts in maximising existing and new revenue streams and communicating plans to management
Identify new problems that we can solve whilst working with internal resources to deliver new complex solutions into new sections of a defined client base whilst always demonstrating ROI to the clients
Drive New Business sales through acquiring New Logo clients’
Articulate Cirium solutions and services to existing and prospective clients in a way that is focused on their stated business objectives
Work side-by-side with cross functional departments and colleagues to present a unified view of Cirium and our capabilities
Efficiently manage a portfolio of Strategic clients to optimize satisfaction, engagement, and retention
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, staffing and networking at industry conferences and events
Maintain exemplary record keeping using Salesforce.com and other Sales Enablement tools
Key Skills / Experience Desired :
Full understanding of and proficiency in Value Based Selling with proven examples of VBS successes.
Proven experience as a KAM or comparable sales role in information services or SaaS (Aviation Sector experience would be an advantage)
Proven track record in delivering high growth from Strategic complex accounts and territories
Strong and consistent performance at exceeding sales objectives and quotas
Be able to articulate to clients and prospects the Cirium’s vision
Proven ability to learn quickly about products and services and Complex Data / Technology solutions
Familiarity with Salesforce.com and embedded sales enablement solutions is advantageous
Excellent communication, interpersonal skills and customer focus
Possess the highest ethical standards
Be a strong Team member who communicates effectively your internal team focus needs to be sharing, fostering and collaborative
Able to travel regularly (internationally) for key client / prospect visits and conferences (post Covid -19 restrictions)
Able to work flexible hours to accommodate international colleagues and customers in different time zones
About LexisNexis® Risk Solutions Group (RSG)
LexisNexis® Risk Solutions Group (RSG) provides information, analytics and data to business professionals worldwide. Our strong global products and services hold market-leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day.
LexisNexis® Risk Solutions Group (RSG) is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries.
RSG is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.