About the RoleWe are seeking a Strategic Account Manager to manage and grow key airport and airline relationships across North America. You will be responsible for developing strategic account plans, building relationships with senior stakeholders and C-suite executives, and identifying opportunities to drive customer retention, renewals and revenue growth through Cirium's aviation analytics solutions.
Acting as a trusted advisor, you will work closely with customers to understand their business priorities and deliver solutions that create long-term value while achieving commercial targets.
Responsibilities- Managing and developing a portfolio of strategic airport and airline accounts across North America, taking ownership of customer relationships, retention and revenue growth.
- Developing and executing strategic account plans to identify growth opportunities, strengthen partnerships and maximize long-term account value.
- Achieving renewal, retention and account growth targets, identifying opportunities for upselling and cross-selling Cirium's products and solutions.
- Building and maintaining strong relationships with key stakeholders and decision-makers across customer organizations, including C-suite executives and senior leadership, engaging at multiple levels to understand business priorities and influence strategic decisions.
- Developing a deep understanding of Cirium's products, services and solutions, effectively communicating their value and aligning them to customer needs and business challenges.
- Maintaining regular engagement with customers to understand their objectives, challenges and evolving requirements, ensuring Cirium's solutions continue to deliver value.
- Acting as a trusted advisor and internal customer advocate, coordinating with product, marketing, consultancy and customer success teams to deliver tailored solutions and an excellent customer experience.
- Identifying and developing new commercial opportunities within existing accounts, building a strong pipeline and supporting the overall growth strategy.
- Navigating complex sales situations, managing commercial negotiations and building consensus across multiple stakeholders and buying committees.
- Monitoring developments and trends within the aviation and travel industries to identify emerging customer needs, market opportunities and potential challenges.
- Actively supporting industry networking and relationship development, creating opportunities for customer engagement and collaboration, including customer-to-customer interactions.
- Sharing market intelligence, account insights and best practices across the wider sales team to support overall business performance.
Requirements- 10+ years of strategic sales and/or account management experience, with the ability to navigate and successfully manage the majority of complex sales situations, including high-value, consultative sales and negotiations.
- Proven experience selling to and influencing C-suite executives and other senior decision-makers, building executive-level relationships and engaging confidently on strategic business priorities.
- Direct B2B sales or strategic account management experience within data and/or software, preferably with a background in the aviation or travel industry.
- Demonstrated success in achieving revenue, retention and renewal targets through effective account management and growth strategies.
- Experience developing and executing strategic account plans, identifying commercial opportunities and driving account expansion.
- Ability to build relationships and engage with senior stakeholders and decision-makers across complex, matrixed organizations.
- Strong commercial acumen, with the ability to understand customer business priorities and translate these into valuable solutions.
- A growth mindset, with a proactive approach to identifying opportunities, developing relationships and building a healthy pipeline.
- Exceptional communication, presentation, negotiation and forecasting abilities.
- Experience using modern sales processes, research and technology, including AI, social selling, video, sequencing and multi-touch engagement, to strengthen customer relationships and drive commercial outcomes.
- A self-starter with a strong sense of accountability, resilience and a commitment to continuous development.
- Ability to travel to client meetings and industry conferences as needed.
- Hybrid office requirement: three days per week (Tuesday-Thursday) at the Irving, TX office.
U.S. National Base Pay Range: $89,700 - $166,400. Total Target Cash Range: $138,000 - $256,000. 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.
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. 
