Descripción de la oferta
Full time
FRENCH VERSION (ENGLISH VERSION IS BELOW THE FRENCH VERSION) À propos de l'entreprise
LexisNexis fait partie du groupe RELX plc , leader mondial des solutions d'information destinées aux professionnels. LexisNexis Risk Solutions est le partenaire incontournable dans l'évaluation et la gestion des risques. Au sein de notre division Business Services , nous proposons un large éventail de solutions destinées à aider les entreprises de toutes tailles à accélérer leur croissance, optimiser leur efficacité opérationnelle et améliorer l'expérience client.
Lutte contre le blanchiment d'argent et le financement du terrorisme (AML/CFT)
+ Réduction des risques de crédit
+ Gestion des données clients
Le/La Business Development Manager sera chargé(e) de piloter la croissance et la gestion des relations avec nos comptes les plus importants et les plus complexes. Vous dirigerez des cycles de vente sophistiqués impliquant de multiples parties prenantes, souvent jusqu'au niveau de la direction générale (C-suite), dans les secteurs de la lutte contre la criminalité financière, de la prévention de la fraude et des technologies de conformité.
Plus de 5 ans d'expérience en développement commercial, gestion de comptes ou vente de solutions d'entreprise, idéalement dans les domaines de la criminalité financière, de la fraude, de l'identité numérique ou de la conformité.
+ Expérience démontrée dans la gestion de grands comptes complexes impliquant de multiples niveaux décisionnels et des cycles de vente longs.
+ Excellente maîtrise du cadre MEDDPICC pour qualifier les opportunités, aligner les parties prenantes et faire progresser les affaires dans des environnements B2B complexes.
+ Bonne compréhension des défis auxquels font face les institutions financières en matière de lutte contre la criminalité financière, blanchiment d'argent (AML), risque de fraude et conformité réglementaire.
+ Expérience préalable dans les secteurs bancaire, fintech, regtech ou SaaS d'entreprise.
+ Connaissance des réglementations et standards techniques applicables aux services financiers (AML, KYC, RGPD/GDPR, etc.).
Le coaching est une priorité pour nos managers : vous bénéficierez de formations aux méthodologies de vente et de qualification, ainsi que d'un accompagnement continu pour soutenir votre développement professionnel.
+ Accès à des outils de pointe tels que Salesforce , Gong et Lusha .
ENGLISH VERSION
About the business
LexisNexis Risk Solutions is a leading provider of innovative solutions for significant risk data analytics challenges. We are a forward thinking, progressive organisation that provides tracing and data cleansing solutions, in addition, deliver critical and decisive processes for identity verification and compliance due diligence. LexisNexis is part of RELX Group plc, a world-leading provider of information solutions for professional customers. 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. Our Strategic Accounts Team manage our most strategically important clients in EMEA, providing a luxury experience as a trusted tier 1 partner to their business. We help these businesses to increase revenue, reduce risk, improve customer experience and reduce operational costs whilst protect their businesses and their brands.
The Business Development Management for will lead growth and relationship management across our largest and most complex accounts. You will execute sophisticated, multi-stakeholder sales processes-often to C-suite buyers-in the financial crime, anti-fraud, and compliance technology sector
. Experience with the MEDDPICC methodology and a deep understanding of enterprise software selling is essential.
· Drive full-cycle complex sales processes: from opportunity identification, qualification (using MEDDPICC), through to closure and ongoing expansion.
· Own sales targets and pipeline forecasting; provide accurate, data-driven forecasting and reporting.
· Design and execute strategic account plans-including both long-term growth strategies and tactical sales initiatives tailored to each client.
· Lead discovery and solution workshops with client stakeholders to deeply understand business challenges and regulatory requirements, and map solutions accordingly.
· Collaborate cross-functionally with product, solution consulting, and technical teams to ensure the successful delivery and implementation of proposed solutions.
· 5+ years of experience in business development, account management, or enterprise solution sales-ideally within financial crime, fraud, identity, or compliance technology markets.
· Proven success managing large, complex accounts with multi-level stakeholders and long sales cycles.
· Deep expertise in the MEDDPICC framework to drive qualification, alignment, and deal advancement through complex B2B sales.
· Demonstrated track record of exceeding revenue targets in a high-stakes, critical application software environment.
· Strong understanding of the challenges facing financial institutions regarding financial crime, anti-money laundering (AML), fraud risk, and regulatory compliance.
· Exceptional relationship-building and communication skills-you are credible with both technical and executive-level stakeholders.
· Product, Legal, Compliance, Solution Consulting).
Prior experience in banking, fintech, regtech, or enterprise SaaS.
· Understanding of relevant legislation and technical standards in financial services (e.g., AML, KYC, GDPR).
The opportunity to work with market leading brands, solving problems that are discussed in the board room
· Coaching is a priority for our leaders. You will be trained on sales and qualification methodology as well as regular ongoing coaching to ensure your professional development is prioritized.
· Tech stack including SalesForce, Gong and Lusha
Total Target Cash Range: 95 200 - 158 500.
Home-Based Milan, the base pay range is 49,400 - 82,400. The total target cash range is 76,100 - 126,900.
Barcelona, Madrid, Home Based - Madrid, Home Based - Barcelona, the base pay range is 53,800 - 89,500. The total target cash range is 82,700 - 137,600.
Pay mix between base and variable pay varies based on sales role; Please consult with the hiring team for further details.
Please consult with the hiring team for further details.
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 or expression, genetic information, or any other characteristic protected by law.
RELX is a global provider of information-based analytics and decision tools for professional and business customers, enabling them to make better decisions, get better results and be more productive.
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 contact .
Nuestro cliente, una empresa líder en el sector Comercial y Ventas, busca un Key Account Manager estratégico y orientado a resultados para su sede en Madrid. Este rol es crucial para gestionar y desarrollar relaciones a largo plazo con clientes clave, impulsando el crecimiento de las ventas y asegurando la satisfacción del cliente. El candidato ideal tendrá una profunda comprensión del mercado y una habilidad excepcional para identificar oportunidades de negocio, negociar acuerdos y ofrecer soluciones que aporten valor. Desarrollar y ejecutar planes estratégicos para gestionar y hacer crecer una cartera de clientes clave asignada.
Identificar oportunidades de ventas cruzadas y adicionales dentro de las cuentas existentes.
Negociar contratos, precios y términos de servicio para maximizar la rentabilidad y la satisfacción del cliente.
Colaborar con los equipos de marketing, producto y operaciones para asegurar que las necesidades del cliente sean atendidas de manera efectiva.
Realizar análisis de ventas y del rendimiento de las cuentas, proporcionando informes regulares a la dirección.
Mantenerse al día con las tendencias del mercado y la actividad de la competencia para anticipar las necesidades de los clientes.
Licenciatura en Administración de Empresas, Marketing, o un campo relacionado; MBA es un plus.
Más de 5 años de experiencia en gestión de cuentas clave (Key Account Management), preferiblemente en el sector B2B o de servicios.
Historial comprobado de cumplimiento y superación de objetivos de ventas.
Capacidad demostrada para construir y mantener relaciones de confianza a largo plazo con clientes de alto nivel.
Conocimiento del mercado de Madrid y su panorama empresarial.
Coche de empresa y gastos de representación.
Oportunidades de desarrollo profesional y crecimiento de carrera dentro de la organización.
Formación continua y acceso a programas de desarrollo de liderazgo.
The Senior Strategic Account Manager will be responsible for developing new prospects and interacting with assigned Multi‑Tenant Data Centre and hyperscale/cloud customers and strategic channel partners to increase sales and margin of the Company’s products and/or services; your primary focus will be face‑to‑face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions and ensure a smooth sales process.
You will also support execution of the AEC (Architects, Engineering and Contractor) program with these accounts across the regions, ensuring early engagement across the data centre project lifecycle and alignment with customers, consultants, contractors, partners, regional teams, and internal stakeholders.
This position requires strong commercial leadership, creativity, and the ability to engage technical, operations, supply chain, and executive stakeholders through bids, presentations, proposals, account plans, demonstrations, and customer‑facing solutions.
Selling a diverse range of Wesco Anixter’s Data Center solutions (and services). Solutions to be positioned: structured cabling and accessories, physical security solutions, electrical solutions, high density liquid cooling and power, networking solutions, IoT and Pro‑AV. Positioning of Wesco Anixter’s services for design, end‑to‑end project deployment, product enhancement and rack & roll.
Developing both new and existing businesses with a number of Wesco Anixter’s targeted accounts.
Build effective working relationships with all key players within the customer organisation - project managers, estimators, sales, directors.
Building partnerships across Wesco‑Anixter’s Business Units and working internally as part of a fast passed sales team.
You will be targeted to meet or exceed revenue and margin targets, drive recurring revenue sales and build and develop a pipeline of opportunities using CRM.
Executes and expands assigned customer account plan(s) which is developed in conjunction with management.
Build business partner relation with Wesco‑Anixter’s strategic vendors/alliance partners, using personal contact as appropriate to enhance value add sales/project identification
Understand local market.
Technical Sales expertise - be able to directly support global and regional sales enablement teams develop and drive opportunities
Strong territory management and sales planning skills
Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement.
Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs.
Demonstrates the functions and utility of products or services to customers based on their needs.
Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post‑sale.
Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
Utilizes sales management tools for sales planning, supplier planning and documenting opportunities.
Develops and grows product knowledge through Wesco and supplier training.
Provides quotations directly or in conjunction with sales support team
Bachelor's Degree - Sales, Marketing, Business, Engineering, or relevant field preferred
Three to five years outside sales experience required
Knowledge of macro data center industry and trends is a strong advantage.
Ability to work flexible schedule and occasional overnight travel.
Excellent sales and negotiation skills.
Strong Microsoft Office Suite skills.
Knowledge of advertising and sales promotion techniques (Preferred).
Spanish and English fluency required.
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