Job description
The Role
This is a Digital Identity Team sales position that exists to manage and grow revenue in the most strategic accounts through the sale of LexisNexis Risk Solutions (LNRS) Digital Identity (DI) products and solutions within a small number of named accounts. This role will be part of a sales team which drives sales across our Digital Markets and Strategic Corporate accounts/prospects. It is expected that you will protect and grow these revenue streams. The revenue growth and protection is done via the development and ongoing maintenance of a strategic account plan and the strategic deployment of resources required to drive the penetration of LNRS Digital Identity solutions throughout the enterprise within your assigned accounts, and to maintain the base revenue that is already present in those accounts.
Accountabilities
- Meet or exceed monthly and annual revenue objectives within a defined list of named accounts.
- Develop and implement strategic account plans which identify sales strategies for top accounts, assess revenue potential, outline targeted activities, and determine required cross functional resources needed to maximize revenue opportunities and penetrate the market with RISK products and solutions.
- Develop clear and thorough sales plans for each account detailing all relevant information about an account, its industry, and its specific RISK history so that you can strategically target your efforts to determine additional product or solutions RISK can provide.
- Establish and maintain excellent customer relationships at all levels, and act as liaison between sales support and our customers in order to provide superior service and solutions.
- Create and implement effective account/territory plans that include: developing and implementing a sales strategy considering new business growth, managing all resources necessary to drive new business; forecasting revenue; developing key contacts and business relationships within a new account including influential individual and high level decision makers.
- Develop research analysis techniques to identify customer prospects for which RISK products and solutions can meet their business needs. Contact these prospects and determine the business needs and identify decision makers to penetrate new business relationships.
- Develop strategic sales plan using business analysis tools to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats.
- Understand the value of RISK products and pricing as well as competitive offerings and articulate RISK benefits in a manner meaningful to a customer.
- Create demand for the organization's products and services by raising their profile with customers.
- Manage customers, clients and prospective clients with clear communication and needs analysis.
- Clearly demonstrate your understanding of LexisNexis pricing, administrative procedures, and the internal organization to effectively answer clients questions or implement solutions in a timely fashion
- Maintain a current understanding of RISK competitor offerings (i.e., price, product, service, or solution) so that you can effectively sell the advantages of RISK solutions over that offered by its competitors.
- Experience in a heavily matrixed environment managing cross functional resources.
- Formulate a professional development plan with your manager with respect to internal/external educational programs so that your knowledge can be leveraged with your assigned territory.
- Perform other duties as assigned.
Qualifications:
- BS/BA or equivalent, MBA optional but preferred
- 10+ years proven sales experience. Work experience in the professional sales environment desirable.
- 10+ years of proven Financial Services sales and/or operational experience desirable
- C-level sales experience.
- Strong oral and written communication skills as well as presentation skills.
- Proven experience and track record in managing strategic National and/or Global accounts.
- Strong organizational and forecasting skills.
- Understanding of the corporate and/or professional research process and have the ability to quickly develop an in depth understanding of RISK products and services and how they apply to the customer’s needs.
- Demonstrate outstanding networking capabilities and exhibit a professional demeanor, business maturity, and technical (PC and applications) knowledge.
- This position requires travel.
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The salary range provided in this posting is the base salary range for California.Base Salary Range: 147,800.00USD - 274,600.00USD
At Lexis Nexis Risk Solutions, having diverse employees with different perspectives is key to creating innovative new products for our global customers. We have 30 diversity employee networks globally and prioritize inclusive leadership and equitable processes as part of our culture. Our aim is for every employee to be the best version of themselves. We would actively welcome applications from candidates of diverse backgrounds and underrepresented groups.
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. 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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