Key Account Manager

Questel•Alexandria, VA

4d•Remote

About The Position

Reporting to the Regional Sales Manager, and as an integral part of Questel’s Sales Team, this role is responsible to drive revenue growth in the Intellectual Property, Innovation, and Legal market segments by achieving both new business and renewal quota on a quarterly basis. The Key Account Managers also liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of Questel solutions according to customer needs, as well as contributing to securing and maintaining a healthy and strong pipeline of new business.

Requirements

Bachelor’s degree or equivalent work experience required, with a minimum of two (2) years’ experience in a business-to-business account management environment preferably in SaaS, Services, IP/Innovation and/or Legal domain.
Exceptional analytical, organizational, oral and written communication skills
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of an organization, including executive and C-level
Demonstrated experience in both SaaS and Services
Excellent listening, negotiation, and presentation skills
Proficiency in Microsoft Office, Sales Force and advanced Excel skills
Account and team management experience and skills
Ability to work independently with minimal supervision and as part of a team
Ability to interact with Corporate and law firm customers, understand their needs, create solutions, and grow revenue
Motivation/willingness to take initiative, engage with clients and complete assignments
Participate in a culture of responsiveness to strengthen relationships and ensure the needs and time of others are met and respected
Verification of identity and criminal records check

Responsibilities

Primarily responsible for managing a group of Questel’s existing top tier clients and develop new accounts
Maintain existing client revenue and aggressively grow revenue to maximize Questel’s share of client spend
Build strong client relationships, working directly with decision-makers and key influencers at each client
Follow up and advance revenue growth through a consultative sales process to identify and effectively communicate with decision makers within an organization
Establish revenue and profit goals and expand revenue opportunities with existing key clients, working directly with client decision-makers and budget holders
Build sustainable relationships with key clients through open and interactive communication
Educate clients on all existing and new offerings
Assist in development of proposals for key clients
Service, support and ensure satisfaction with key clients in collaboration with our SME, help desk and Operations
Understand key competitors and how our service offering can provide a superior experience to our clients
Provide an exceptional client experience through continuous contact and follow through
Actively contribute to organizational learning by providing and tracking resolution for client feedback to internal stakeholders
Prepare and implement an Annual Account Revenue Growth Plan for each client
Keep records of client interactions in the company CRM
Perform other functions as necessary or assigned
Work on special projects and other duties as assigned by management