Overview
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:
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
* 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
About Cirium
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/
Team
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.
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