Key Account Manager (Hybrid - Irving, TX)

RELX International; Irving (TX); Hybrid; USD 81,000 - 151,000; Full time

Job summary

Cirium is seeking a Key Account Manager to be a consultative partner to Key Airports & Airlines' clients across North America. You will open doors, build relationships and deliver tailored aviation analytics solutions to optimize operations and enable growth.

Join a team that values data-driven decision making, aligns solutions to customer needs, and works in a hybrid model with travel flexibility. Customer success and cross-functional collaboration are core to success in this role.

Qualifications

• Direct B2B sales experience in data and/or software, preferably with aviation or travel industry knowledge.
• Eight+ years of consultative sales experience with value-based selling.
• Proven track record of meeting revenue targets through effective campaigns.
• Growth mindset with focus on building structures for pipeline and deal flow.
• Exceptional communication, negotiation, and forecasting abilities.
• Ability to navigate matrixed buying committees and multi-stakeholder environments.
• Willingness to travel and operate in a hybrid office setting (Tue-Thu).

Responsibilities

• Achieve new business acquisition and renewals for designated accounts and sectors; drive monthly, quarterly, and annual revenue growth.
• Plan and execute targeted sales campaigns and detailed account plans to maximize revenue and build long-term client relationships.
• Develop deep product knowledge and communicate Cirium's value to clients and prospects.
• Maintain regular contact to understand clients' goals, challenges, and opportunities.
• Offer right-fit solutions with high customer satisfaction and long-term relationships.
• Collaborate with product, marketing, consultancy, and customer success teams to deliver tailored solutions.
• Share best practices and market insights to enhance team performance.
• Monitor aviation and travel industry trends to identify opportunities and challenges.
• Support industry network development through client-to-client interactions.

Skills

B2B sales

Aviation/travel industry experience

Consultative selling

Forecasting

Relationship building

Stakeholder management

Job description

About the Business

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. You can learn more about Cirium at the link below. https://www.cirium.com .

About the Role

We are seeking an 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)

Compensation

• 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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