Key Account Manager - EMEA (Aviation Financial Services)

Cirium started from the idea that aviation and travel industries are stronger through efficient sharing of knowledge and information.

Why Work for us - Infinite horizons

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 airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions, and many more to accelerate their own digital transformation. With Cirium, you will work with some of the industry’s most talented (and friendly) people while you advance your career. At Cirium, we passionately believe having diverse employees with different perspectives is key to creating innovative new products for our global customers. To do this Cirium needs a culture where everyone can bring their best to work. Our team of engagement champions are embedded across offices, regions, and functions and coach our leaders on how to build a stronger, more inclusive culture.

Job Purpose:

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, 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.

Key Accountabilities/Responsibilities:

• Manage a portfolio of clients to optimise satisfaction, engagement, 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.
• Attend and network 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.

Key Skills / Experience Required:

• French speaker (business fluent).
• 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 or SaaS.
• 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.

Education:

Necessary experience in Direct Sales.

About Cirium:

Cirium supplies data, analytics, and insight to market-leading aviation and aerospace companies. Cirium has 15 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 top 10 FTSE 100 traded company. Our benefits stand out including two days a year dedicated to giving back through a charitable activity of your choice. 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.