Key Account Manager - Government

Relx Plc; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Job summary

Cirium is seeking a Key Account Manager for Government in London, combining strategic account planning with hands-on relationship-building across government clients. You will protect existing revenue while pursuing whitespace and growth opportunities within the portfolio.

You will coordinate with Solutions Consulting, Customer Success, Product and Legal to pursue tenders and complex opportunities, building trusted relationships with senior stakeholders and driving measurable commercial outcomes.

Qualifications

• Experience managing and growing complex B2B government or SaaS accounts.
• Proven track record of protecting recurring revenue while driving growth through upsell/cross-sell.
• Structured approach to account planning, pipeline management and CRM activity.

Responsibilities

• Own and grow a portfolio of established government accounts, focusing on retention and revenue growth.
• Develop and execute strategic account plans and identify expansion opportunities.
• Build relationships with senior decision-makers and cross-functional teams across organisations.
• Lead account reviews and coordinate internal specialists around opportunities and tenders.
• Maintain accurate opportunity records and forecasts in Salesforce.

Skills

Account management

Upsell opportunities

Stakeholder management

Negotiation

Consultative selling

Tools

Salesforce

Job description

## Key Account Manager - GovernmentApply: London Wall: Full time: Posted Today: R120638**Key Account Manager - Government** **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.You can learn more about Cirium at www.cirium.com. **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 team combines experienced commercial professionals with specialists from across Solutions Consulting, Customer Success, Product, Legal and Marketing. You will have the autonomy to shape your territory and account strategy, while benefiting from the knowledge and support of colleagues across the wider Cirium business.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. From there, you will create structured account plans, develop relationships across multiple stakeholder levels and connect customer challenges to Cirium’s broad portfolio of data, analytics and software solutions. Success will require a commercially driven Account Manager who combines strong relationship-building skills with the hunger and discipline to create measurable account growth. ## **Key Responsibilities*** 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 Solutions Consulting, Customer Success, Product, Legal and other 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. At the same time, you will have the autonomy to build your own account strategy, strengthen senior customer relationships and create meaningful new revenue.You will also benefit from market-leading sales development, a collaborative working environment and uncapped earning potential. **Working for You**We know that your wellbeing and happiness are key to a long and successful career. Learn more about the LexisNexis Risk team and how we work here.**We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click** **here** **to access benefits specific to your location.**We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.**Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams** **here****.**Please read our Candidate Privacy Policy.We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.***USA Job Seekers:***EEO Know Your Rights.