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 predict what will happen tomorrow. Our mission is to transform the aviation industry by enabling airlines, airports, travel companies, technology companies, aircraft manufacturers, financial institutions and many more to accelerate their own digital transformation. You can learn more about Cirium at www.cirium.com.
About the Role
We 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.
Compensation
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.
