Account Manager

Is responsible for proactively managing existing customers, building and nurturing relationships within a defined territory.

The position requires an experienced and driven salesperson with expertise in software sales who will be responsible for driving new sales across LexisNexis solutions lines.

The Salesperson's main accountabilities will be to proactively prospect, qualify, and close renewal, upsell, and cross-sell sales opportunities.

You will be the lead on deals and be seen by customers as a subject matter expert.

The role works in close partnership with internal and external partners to proactively drive growth.

Responsibilities

1. Achieving Target: Grow existing accounts with existing and new products that add value to the customer and increase revenue.
2. Ensure that allocated clients are renewed.
3. Managing Relationship: Establish meaningful relationships with all customers in the territory virtually and in person.
4. Planning: Develop an annual territory strategic plan for all customers in the designated territory.
5. Managing Opportunities: Effectively manage pipeline and accurate forecasting of multiple sales opportunities.
6. Manage progress of the opportunity through the sales stages (Prospect, Connect, Discover, Develop, Propose, Contract, Close).
7. Effectively manage multiple sales opportunities.
8. Structure, negotiate, and close deals.
9. Product Knowledge: Solid understanding of customer and market trends relevant to your customers' industry.
10. Reporting: Provide customer insights and customer analysis as required.
11. Record all interactions with clients on the CRM.

Requirements

1. Have solid experience in Account Management / Relationship Management.
2. Have good relationship management / account management experience ideally within legal / SAAS / Compliance / Risk / software services sales industries.
3. B2B selling experience.
4. Demonstrate experience using solution and consultative selling approaches.
5. Able to manage territory and stakeholders at an executive level with the ability to nurture relationships at a strategic level.
6. Have excellent communication and conflict resolution skills and proven ability to negotiate.
7. Able to write complex correspondence and proposals.
8. Be a self-starter with a consistent track record in a quota-bearing sales environment.
9. Able to present face-to-face and on online platforms.