International Key Account Manager

1 week ago

Sydney, Australia People Intelligence Full time

You will be working for a global independent provider of strategic market information that supplies research & data across a wide array of industries to corporate clients globally. The business creates data analysis on thousands of products, industries and services from all over the world to be acquired by a global corporate client base.

Based in Sydney, you will assist in the prioritisation and execution of strategies set by globally focused executives located in Australasia. Working from a named list of existing clients within the Global Fortune 500, you will be expected to expand and create new relationships across each client account, leveraging multiple suites of research services. This involves engaging multiple business units and various functions including strategy, consumer insights, marketing, innovation, finance, etc. The research solutions include data and trend analysis from existing syndicated databases as well as custom built capabilities to address specific priorities.

You will be a Strategist with the ability to map and manage sales opportunities within existing global accounts offering multiple solutions in different business areas and you will have a strong enterprise sales ability.

**The role**:

- Become a Product Expert and evangelist to show clients a suite of online research solutions
- Creating and managing client relationships by identifying new and multiple decision makers to maximise sales opportunities
- Map, network, and penetrate a client account, as well as understand key business processes like strategic planning, innovation funnels, and new market entry strategies
- Frequently challenge clients to constructively broaden their perspective.
- Responsible for an annual upsell target as well as assisting to secure contract renewals
- Responsible for cross and up-selling activity by deep penetration of your client portfolio
- Assist in the creation of syndicated and consulting proposals
- Negotiation & support of closing syndicated and consulting/ad hoc proposals
- Able to engage difficult to reach senior executives, following through on long term projects as well as identifying multiple ways to assist/address obstacles in the process along the way
- Ability to efficiently perform in a role of achieving sales targets while taking advantage of a flexible culture of work/life balance

**To be successful in this role you must have the following essential criteria**:

- A Graduate with a degree in business or similar
- At least 4 years B2B sales experience gained in a cross/up-sell environment dealing with large corporate key accounts in various industries
- First class communication skills both written and verbal to be able to undertake client presentations
- Experience working with global companies in different time zones with multiple, C-Suite level, stakeholders in different countries
- Solution and value selling acumen
- Highly organised with excellent time management and prioritisation skills
- Strong negotiation and diplomacy skills
- Knowledge of consumer market trends and dynamics are preferable
- An international perspective when dealing with clients
- Ability to effectively collaborate with internal colleagues and teams
- Willingness to travel when required, probably less than 25% of your time

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