Key Account Manager 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 accelerate their own digital transformation. We are seeking a Key Account Manager to join our team as a consultative partner to Key Airports & Airlines' clients across North America. This role is about building relationships, opening doors, and delivering tailored solutions powered by Cirium's suite of aviation analytics. Your mission will be to help our customers harness our data, solutions and insights to optimize operations, improve decision-making, enable transactions, and achieve business growth. While you will bring a consultative approach to sales and be committed to meeting or exceeding revenue targets, you will always prioritize the best interests of your clients. Acting as their internal advocate, you'll ensure they are equipped for success and continuously identify new opportunities for mutual growth. If you are passionate about aviation, finance and data-driven solutions, we'd love to hear from you!
Responsibilities:
Achieving both new business acquisition and renewal targets for assigned accounts and sectors within designated markets, ensuring consistent revenue growth on a monthly, quarterly and annual basis. Planning and execute targeted sales campaigns and detailed account plans to achieve objectives, maximize revenue growth, and build strong, long-term client relationships. Quickly developing a deep understanding of Cirium's products, services, and solutions, and effectively communicate their value and benefits to clients and prospects aligned to identified Pain. Maintaining regular communication with both prospects and existing customers to gain a thorough understanding of their business goals, challenges, and opportunities. Using a consultative sales approach to offer right-fit solutions that align with customer needs, ensuring high levels of satisfaction and long-term relationships. Building strong relationships with internal teams across Cirium, including product, marketing, Consultancy and customer success, to develop and deliver customized solutions that meet specific client requirements. Actively contributing to team success by sharing best practices, sales strategies, and market insights across the sales team to enhance overall performance and efficiency. Continuously monitoring developments and trends within the aviation and travel industries to identify emerging opportunities and challenges. Actively engaging, support and create structures/platforms for network development within the industry (including customer to customer interactions).
Requirements:
Direct B2B sales experience in data and/or software, preferably with a background in the aviation or travel industry.
Over eight years of consultative sales experience, demonstrating success in value-based selling.
Proven track record of meeting revenue targets through the development and execution of effective sales campaigns.
Growth mindset, with a focus on creating strong structures and processes that help deliver consistent pipeline generation and deal flow.
Coachable, with a self-starter attitude and dedication to investing in consistent sales skills self-development and implementation.
Exceptional communication, negotiation, and forecasting abilities.
Ability to multi thread within buying organizations and teams to build value and consensus across matrixed buying committees.
Experience, with success stories, of utilizing next-generation sales processes, research and technology in tandem (AI, Social, Video, Sequencing, Multi Touch) to create more effectiveness in prospecting and outreach.
Understanding, and ability to articulate with success stories, the fundamental basics within high performance sales and consistent behaviors built around structures on a daily and weekly basis.
Fast learner, resilient, high will – with equal amounts of focus in developing their craft and sales skill.
Ability to travel to client meetings and conferences as needed.
Hybrid office requirement - 3 days a week (Tuesday - Thursday)U.S. National Base Pay Range: $81,400 - $151,100. Total Target Cash Range: $125,300 - $232,700. Geographic differentials may apply in some locations to better reflect local market rates. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.
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