Key Account Manager - Government in London

Location: London Wall (Hybrid: 3 days/week in office, including Monday and Thursday). Travel for customer meetings, industry events and conferences as required.

About the Business

At Cirium, our goal is to keep the world connected. We are a global leader in aviation analytics, helping customers understand what has happened, what is happening and what is likely to happen next. Our mission is to transform aviation by enabling airlines, airports, travel technology businesses, aircraft manufacturers, financial institutions and government organisations to make faster, better-informed decisions.

About the Team

You will join Cirium’s Traveller Services commercial team, a collaborative and high-performing group responsible for developing important customer relationships and driving sustainable commercial growth. The culture is supportive, social and commercially ambitious. It is an environment where people are trusted to take ownership, bring forward ideas and work collaboratively to deliver the right outcomes for customers.

About the Role

As Key Account Manager, Government, you will take ownership of an established portfolio of strategically important government customers. This is not a traditional relationship-maintenance role. You will be responsible for protecting existing revenue while actively identifying whitespace, developing new opportunities and expanding Cirium’s position across your accounts. You will build a detailed understanding of each customer’s priorities, operating environment and use of Cirium’s solutions.

• Own and grow a portfolio of established government accounts, with responsibility for retention, renewals and revenue growth.
• Develop and execute strategic account plans, identifying customer priorities, commercial risks, whitespace and clear opportunities for expansion.
• Build trusted relationships with senior decision-makers, influencers and operational users across complex customer organisations.
• Create new revenue within existing accounts through upsell, cross-sell and broader adoption of Cirium’s data, analytics and software solutions.
• Lead strategic account reviews and customer conversations that focus on future priorities, business value and the development of the partnership.
• Coordinate internal specialists around complex opportunities, tenders and procurement processes.
• Manage commercial negotiations and renewal discussions, balancing customer value with Cirium’s commercial objectives.
• Maintain accurate account plans, opportunity records, forecasts and next steps in Salesforce.

Qualifications

• Successful experience managing and growing complex B2B customer accounts, ideally within data, analytics, SaaS, software or another technical solutions environment.
• A demonstrable track record of protecting recurring revenue while creating measurable growth through upsell, cross-sell or new business within existing accounts.
• A commercially proactive approach, with the ability to identify whitespace and create opportunities rather than relying solely on established relationships.
• Experience managing multiple stakeholders and building credibility from operational users through to senior executives.
• Strong consultative and value-based selling skills, with the ability to understand complex customer challenges and translate them into commercial solutions.
• Experience coordinating technical specialists and cross-functional teams through complex opportunities, negotiations or tenders.
• A structured and disciplined approach to account planning, pipeline management, forecasting and CRM activity.
• Strong communication, presentation, influencing and negotiation skills.
• Intellectual curiosity, learning agility and the confidence to take ownership of an established territory.
• Experience working with government customers, procurement-led sales or formal tender processes would be advantageous, but aviation experience is not required.

What Cirium Offers

This role provides the opportunity to inherit an established government territory with a strong commercial track record, while still having the freedom to shape its future growth. You will represent a recognised global aviation-data brand with a broad portfolio of solutions and the support of highly knowledgeable specialist teams.

Working for You

We know that your wellbeing and happiness are key to a long and successful career. We are delighted to offer country specific benefits. We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to any characteristic protected by law.