Key Account Manager - Government
📍 Location: London Wall (Hybrid: 3 days/week in office, including Monday and Thursday)
✈️ Travel for customer meetings, industry events and conferences as required.
About the Business
At Cirium, our goal is to keep the world connected. We are a global leader in aviation analytics, helping customers understand what has happened, what is happening and what is likely to happen next.
Our mission is to transform aviation by enabling airlines, airports, travel technology businesses, aircraft manufacturers, financial institutions and government organisations to make faster, better-informed decisions.
You can learn more about Cirium at www.cirium.com.
About the Team
You will join Cirium’s Traveller Services commercial team, a collaborative and high-performing group responsible for developing important customer relationships and driving sustainable commercial growth.
The team combines experienced commercial professionals with specialists from across Solutions Consulting, Customer Success, Product, Legal and Marketing. You will have the autonomy to shape your territory and account strategy, while benefiting from the knowledge and support of colleagues across the wider Cirium business.
The culture is supportive, social and commercially ambitious. It is an environment where people are trusted to take ownership, bring forward ideas and work collaboratively to deliver the right outcomes for customers.
About the Role
As Key Account Manager, Government, you will take ownership of an established portfolio of strategically important government customers.
This is not a traditional relationship-maintenance role. You will be responsible for protecting existing revenue while actively identifying whitespace, developing new opportunities and expanding Cirium’s position across your accounts.
You will build a detailed understanding of each customer’s priorities, operating environment and use of Cirium’s solutions. From there, you will create structured account plans, develop relationships across multiple stakeholder levels and connect customer challenges to Cirium’s broad portfolio of data, analytics and software solutions.
Success will require a commercially driven Account Manager who combines strong relationship-building skills with the hunger and discipline to create measurable account growth.
Key Responsibilities
- Own and grow a portfolio of established government accounts, with responsibility for retention, renewals and revenue growth.
- Develop and execute strategic account plans, identifying customer priorities, commercial risks, whitespace and clear opportunities for expansion.
- Build trusted relationships with senior decision-makers, influencers and operational users across complex customer organisations.
- Create new revenue within existing accounts through upsell, cross-sell and broader adoption of Cirium’s data, analytics and software solutions.
- Lead strategic account reviews and customer conversations that focus on future priorities, business value and the development of the partnership.
- Coordinate Solutions Consulting, Customer Success, Product, Legal and other internal specialists around complex opportunities, tenders and procurement processes.
- Manage commercial negotiations and renewal discussions, balancing customer value with Cirium’s commercial objectives.
- Maintain accurate account plans, opportunity records, forecasts and next steps in Salesforce.
Qualifications
- Successful experience managing and growing complex B2B customer accounts, ideally within data, analytics, SaaS, software or another technical solutions environment.
- A demonstrable track record of protecting recurring revenue while creating measurable growth through upsell, cross-sell or new business within existing accounts.
- A commercially proactive approach, with the ability to identify whitespace and create opportunities rather than relying solely on established relationships.
- Experience managing multiple stakeholders and building credibility from operational users through to senior executives.
- Strong consultative and value-based selling skills, with the ability to understand complex customer challenges and translate them into commercial solutions.
- Experience coordinating technical specialists and cross-functional teams through complex opportunities, negotiations or tenders.
- A structured and disciplined approach to account planning, pipeline management, forecasting and CRM activity.
- Strong communication, presentation, influencing and negotiation skills.
- Intellectual curiosity, learning agility and the confidence to take ownership of an established territory.
Experience working with government customers, procurement-led sales or formal tender processes would be advantageous, but aviation experience is not required.
What Cirium Offers
This role provides the opportunity to inherit an established government territory with a strong commercial track record, while still having the freedom to shape its future growth.
You will represent a recognised global aviation-data brand with a broad portfolio of solutions and the support of highly knowledgeable specialist teams. At the same time, you will have the autonomy to build your own account strategy, strengthen senior customer relationships and create meaningful new revenue.
You will also benefit from market-leading sales development, a collaborative working environment and uncapped earning potential.
Working for You
We know that your wellbeing and happiness are key to a long and successful career.
Learn more about the LexisNexis Risk team and how we work here.
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.
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 or please contact 1-855-833-5120.
Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here.
Please read our Candidate Privacy Policy.
We are 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.
USA Job Seekers:
EEO Know Your Rights.
Skills Required
- Experience managing and growing complex B2B customer accounts, ideally in data, analytics, SaaS, software, or technical solutions
- Track record of protecting recurring revenue and generating growth through upselling, cross-selling, or new business within existing accounts
- Commercially proactive approach to identifying whitespace and creating opportunities
- Experience managing multiple stakeholders from operational users through senior executives
- Strong consultative and value-based selling skills
- Ability to understand complex customer challenges and translate them into commercial solutions
- Experience coordinating technical specialists and cross-functional teams through complex opportunities, negotiations, or tenders
- Structured approach to account planning, pipeline management, forecasting, and CRM activity
- Strong communication, presentation, influencing, and negotiation skills
- Intellectual curiosity, learning agility, and confidence taking ownership of an established territory
- Experience working with government customers, procurement-led sales, or formal tender processes
RELX Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about RELX and has not been reviewed or approved by RELX.
-
Retirement Support — Retirement support is positioned as a meaningful part of total rewards through a 401(k) plan with matching contributions, alongside other financial protections such as life and disability coverage. Tuition reimbursement and share purchase access further broaden the financial value of the package beyond base salary.
-
Leave & Time Off Breadth — Leave and time off breadth appears strong, with generous vacation allowances, mental health days, and options like sabbaticals and tiered PTO by tenure. Parental and caregiving leaves are described in detail, reinforcing time-away benefits as a standout component of the overall package.
-
Wellbeing & Lifestyle Benefits — Wellbeing and lifestyle benefits are supported by offerings such as mental health support (e.g., app access), EAP resources, gym-related perks, and wellness incentives. Flexible working hours and related work-life supports add to the perceived day-to-day value of benefits.
RELX Insights
What We Do
RELX is a global provider of information-based analytics for professional and business customers across industries. We help scientists make new discoveries, doctors and nurses improve the lives of patients and lawyers win cases. We prevent online fraud and money laundering, and help insurance companies evaluate and predict risk. Our events enable customers to learn about markets, source products and complete transactions. In short, we enable our customers to make better decisions, get better results and be more productive. We do this by leveraging a deep understanding of our customers to create innovative solutions which combine content and data with analytics and technology in global platforms. RELX serves customers in more than 180 countries and has offices in about 40 countries. It employs approximately 30,000 people of whom almost half are in North America. We operate in four major market segments: Scientific, Technical & Medical; Risk & Business Analytics; Legal; and Exhibitions.
