Job Description

Overview

We are seeking a commercially aware Key Account Manager to strategically manage the clients of LexisNexis Enterprise Solutions.

You will have extensive experience of acquiring, retaining, and growing revenue, from software sales within a client account.

You will have the passion, drive and skills to build relationships at senior decision-maker level within legal firms and will have a proven track record of working successfully in a challenging and commercially driven sales environment.

Key Success Criteria

Consultative Approach: The key element of this role is ensuring that Key Account Manager is accepted as a trusted advisor within the client\xe2\x80\x99s business. Understanding the clients own strategic direction and recommending how our solutions can help them achieve their goals is crucial in attaining this position. At all times our recommendations and actions have to be driven by what is best for the client. This requires an understanding of the industry, the challenges faced by practitioners within it and the capability to articulate the value of the proposal to the client.

Solution Selling: A background in solution selling is required, you will build out Account Plans to help deliver on each client\xe2\x80\x99s unique strategy and your use of questioning, understanding pain points and presenting back your recommendations will drive results.

Senior Relationships: Access to an audience with key decision makers is earned through professional engagements that deliver value and tangible ROI back to the client. You will be responsible for building out relationships at a senior level within the accounts to enable us to help drive the clients best use of our solutions.

Commercial Performance: This role has direct accountability for managing a sales target for the Account base. Delivering against the target number is imperative so the team, then overall business delivers against its growth targets.

Client Retention: As the key contact for each of your clients you will be responsible for their retention and growth of their maintenance and support lines.

Outcome Focused: This role requires a laser focus on what the outcome of any engagement will be. Client and our time and resources are precious, and we expect the role holder to understand the need to apportion their time and effort in areas where the outcome delivers the most value.

Managing Resources Efficiently: This role requires the effective and efficient use of others time in the business drawing responsibly on available SME\xe2\x80\x99s to support validated opportunities with resources such as Client Advising, Sales Demonstration and Sales Support to maximise the return on any investment made. You will be responsible for making priority calls with other Key Account Managers to ensure we are working as efficiently and effectively as possible.

Managing Clients in Escalation: This role has responsibility for contributing to the escalation processes requiring cross team effort to support key clients in times of issue and working to the direction of the Head of Professional Service Division in resolving to the client\xe2\x80\x99s satisfaction.

Customer Satisfaction: We use the Net Promoter Score (NPS) methodology to measure customer willingness to recommend our service and offerings to others. The holder of this role will be responsible for the NPS scores relating to the account management and relationship element.

Organisational Impact: This role is a focal point within the LN Enterprise Software business for the whole LNES community, the broader LN business and customers. To succeed, this role will need to work collaboratively with others within LNES & LNUK. The role holder must be considered a good citizen in terms of their interaction with, and respect for, other departments and employees within the business.

Specialist Knowledge Required

We would love you to have:

Demonstrable track record of delivering to and over achieving revenue targets

A strong commercial background with an appreciation of customer drivers and success criteria

Excellent customer interaction skills, plus demonstrable ability to establish credibility within the market

Strategic and financial planning skills and the ability to oversee target attainment strategies while retaining a grounded viewpoint and ability to turn this into reality

Demonstratable consistent focus on ensuring that the customer perspective is the driving force behind business decisions and activities; crafting and implementing account plans that meet customers\xe2\x80\x99 needs

Good understanding of solutions sales models and ability to communicate product/service value and \xe2\x80\x98story\xe2\x80\x99 to customer facing teams

Experience and confidence in working with senior executives internally and externally

A keen interest in enterprise software and technology

A keen interest and understanding of the drivers and changes happening in the legal market place

The ability to operate from high-level articulation of customer value to detailed delivery of key requirements

An understanding of different licensing models and charging structure

It would be nice if you have

Experience with case management solutions

Experience with productivity solutions

Experience within the legal market and an understanding of the dynamics that are driving change

Experience of working with Corporate clients / Professional Services markets

Why you should join

If you are fascinated by the changes happening in the legal market and want to get to the heart of innovation in this space, then this is the role for you. Come and join our award winning and growing team!

LexisNexis, a division of RELX Group, is 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. 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: .

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