Job Description

IHS Markit Aerospace, Defence & Security - the only business that can combine the world's leading defence & security information and insight with powerful analytical tools and bespoke consultancy services to deliver targeted solutions that enable government, military, national security and business professionals to make critical decisions with confidence.

The Account Manager is to play a major role in growing the IHS Markit Aerospace, Defence & Security (AD&S) business in Oceania, by selling the IHS Markit Jane’s suite of products and meeting monthly, quarterly and annual revenue targets. The main focus of this role will be new business generation.

Roles and Responsibilities:
+ Achievement of Net New Sales Target assigned by Sales Management. Identify new business & win those opportunities, through developing existing relationships with clients.
+ Engage new prospects, at a strategic level, to showcase and explain the IHS Markit AD&S information capabilities, in order to win new business.
+ Working in partnership with existing partners in ROK, exceed overall territory growth and renewal retention rate targets. Take action to increase customer satisfaction, reduce cancellations, preserve customer investment with IHS Markit, and focused customer Win-Back efforts. Identify opportunities for Cross selling additional IHS Markit business unit's products. Prospecting and development of new leads, as well as the continued follow-up and support of the sales cycle.
+ Development of Professional Account Plans and customer profiles as well as Professional Territory Plans and Strategies. Build long term solid relationships with client base. Conduct business development activities including attendance & representation of IHS Markit at industry trade shows and conferences.
+ Continued Professional Development, and activity reporting. This includes IHS Markit training modules such as Strategic Selling, Negotiating, Effective Presentations and Communication, and Product and Industry Knowledge.
+ The activity reporting component includes daily updates to IHS Markit’s central sales force automation system, on time delivery of quality reports and the fulfillment of requests from Management, accurate sales and renewal forecasting, use of the IHS Markit Sales Force Automation tools, activity calendar, on time attendance at meetings, and overall professionalism. Will periodically be required to attend various trade shows to discuss and demonstrate IHS Markit AD&S products.
+ Will periodically be required to provide client and prospective client contact information when direct marketing programs are developed.
Required Experience:
+ Strong defense sector background in Australia, New Zealand and rest of Oceania
+ National security experience, primarily military based
+ Good computer & MS Office skills with ability to learn new software programs quickly.
+ Strong interpersonal skills with the ability to negotiate and be persuasive
+ Understanding of consultative selling techniques, able to close deals and build relationships.
+ Ability to work as part of a team, or to work autonomously and be self driven and self directed.
+ Understanding of legal environment in the region, follows direction from legal counsel on contract terms and conditions.
+ Comfortable working in a highly complex and fast paced organization
+ Proven track record in achievement of high growth goals
+ Experience selling technical information / publications / software / solutions
Other skills:
+ Excellent interpersonal and team playing skills
+ Ability to communicate client/prospect needs to analyst teams
+ Ability to interact with and sell to senior level management
+ Working level ability in English, including written
Physical Requirements:
+ Travel will be required, sometimes at short notice
+ Will be required to work overtime as required to achieve goals, position does not attract overtime pay
+ Successful candidate may be based in Canberra
It is the policy of IHS Markit to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, IHS Markit will provide reasonable accommodations for qualified individuals with disabilities. We maintain a drug-free workplace. For candidates in the US, we are a participant in E-Verify (see link below).
EEO is the LawEEO is the Law SupplementRight to WorkPay Transparency PolicyE-Verify
Current ColleaguesIf you are currently a colleague with IHS Markit please apply internally via Workday.
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