About the Business

LexisNexis Risk Solutions is the essential partner across Financial Crime Compliance, Fraud & Identity and Payments. Within our Business Services vertical, we offer a multitude of solutions focused on helping businesses of all sizes drive higher revenue growth, maximize operational efficiencies, and improve customer experience. Our solutions help our customers solve difficult problems in the areas of Anti-Money Laundering/Counter Terrorist Financing, Identity Authentication & Verification, Fraud and Credit Risk mitigation and Customer Data Management. You can learn more about LexisNexis Risk at the link below, risk.lexisnexis.com

About our Team

The Strategic Accounts Team work exclusively with 24 selected clients across EMEA - including the biggest brands across Banking, Crypto, BNPL and Travel. This team partners with our clients at every level of the organisation to ensure strategic alignment and governance is in place to enable them to achieve their corporate objectives. The Strategic Accounts Business is separated into Euro South (primarily Spain, France, Italy) and Euro North (primarily the Netherlands and Nordics) however this team has ownership of these client relationships across EMEA. Face to face meetings are non-negotiable and significant time on site with clients each month is expected in order for us to deeply understand their business, objectives and ways of working.
 

About the Role

You'll lead the Strategic Accounts Euro North region which includes 4 Account Directors and 2 Field Account Managers responsible for 12 Strategic clients. In this role you will have total overall revenue accountability for this group and KPI's will be focussed on Revenue Growth, Book of Business Protection and NPS. You will be responsible for hiring, motivating and working with the team to develop Account Strategies and grow the revenue in each account - whether through new use case identification, cross-sells or upsells. 

- You will be someone who sees coaching as their number 1 priority - your job is to get the best out of people, personally and professionally

- You will be someone who leads by example, and holds everyone and themselves to the highest standards

- You will be someone who is data driven and relies on metrics to make informed decisions 

Responsibilities

Exceeding revenue objectives and ensuring 0% attrition across the book of businessExpanding use cases across multiple product lines within the Strategic Accounts Attracting, retaining and growing a high-performance sales teamCoaching and management of the sales team leveraging MEDDPICC and demonstrating and executing against our best practices frameworkLeading, developing, inspiring and motivating the team to deliver against business and team objectivesDeploying resources into areas of best impact to execute on market strategyEnsuring Account Strategy and Governance are in place including Value Pyramid and other tools Increasing both customer and employee satisfaction, engagement, mission impact, loyalty, innovation and revenue (tracked by NPS)Developing a deep understanding of customer workflow, market trends, opportunity and threatsEnsuring customer advocacy with events, case studies and testimonials 

Qualifications

Minimum of 3 years leadership within a fast-paced sales environment within a growing technology and SAAS business Industry experience across AML, Fraud and Financial Crime Compliance)Experience managing Strategic Accounts as both a Salesperson and Leader Experience with MEDDPICC coaching and use of methodologies such as GROW and Situational Leadership Proven track record of driving growth to exceed financial and other business objectives in complex customer organisationsExperience of creating and managing C level relationships Proven track record of leading teams in value-based, customer-centric buying methodologies and exceeding objectives and financial goalsProven ability to identify, hire and develop high performing talent and managing under performanceAble to champion diversity and representation, as well as leading proactive succession planning and talent management to improve customer outcomes

Learn more about the LexisNexis Risk team and how we work here

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