Account Manager – Government – Finance Cluster & National Departments ( Outside of Justice, Crime Prevention and Security Cluster ) at LexisNexis South Africa

About the Role:

• We are seeking an experienced and customer-focused Account Manager to build and maintain strong, long-term relationships with key customers across an assigned portfolio of accounts. The role is responsible for developing trusted partnerships with senior-level decision-makers and influencers, ensuring high levels of customer satisfaction, retention, and commercial growth.
• The successful candidate will manage and grow strategic customer relationships within a defined geographic or industry focus, identifying opportunities to expand engagement, deliver value-driven solutions, and support overall business objectives. This role requires strong relationship management, commercial acumen, stakeholder engagement, and the ability to understand customer needs in order to position relevant solutions effectively.

Key Responsibilities

Revenue Growth and Account Management

• Achieve sales and revenue targets by growing existing customer accounts through the introduction of value-adding products and solutions.
• Drive renewals, upselling, and cross-selling opportunities across the allocated customer portfolio.
• Ensure customer retention and long-term account growth through proactive account management and engagement.

Relationship Management

• Build, develop, and maintain strong relationships with customers across the assigned territory, both virtually and through in-person engagement.
• Establish trusted partnerships with key stakeholders to better understand customer needs and business priorities.
• Deliver a high standard of customer experience and ensure ongoing customer satisfaction.

Territory Planning and Strategy

• Develop and execute an annual strategic territory plan for all customers within the designated region.
• Identify growth opportunities, customer priorities, and account strategies aligned to commercial objectives.
• Maintain a proactive and structured approach to territory management and business development.

Opportunity and Pipeline Management

• Effectively manage sales pipelines and maintain accurate forecasting across multiple sales opportunities.
• Drive opportunities through all stages of the sales cycle, including Prospect, Connect, Discover, Develop, Propose, Contract, and Close.
• Manage multiple opportunities simultaneously while maintaining strong attention to detail and customer engagement.
• Structure, negotiate, and successfully close commercial agreements.

Product and Market Knowledge

• Maintain a strong understanding of customer environments, industry trends, and market developments relevant to the assigned customer base.
• Demonstrate in-depth knowledge of LexisNexis products and solutions to effectively position value-driven offerings to customers.
• Stay informed on competitor activity and emerging customer needs to support solution-based selling.

Reporting and CRM Management

• Provide customer insights, market feedback, and account analysis as required by the business.
• Ensure all customer interactions, sales activities, and opportunity updates are accurately recorded and maintained within the CRM system.
• Produce accurate sales reports, pipeline updates, and forecasting information in line with business requirements.

Requirements

• Proven experience in Account Management and Relationship Management roles within a business-to-business (B2B) environment.
• Strong relationship and account management experience, ideally within the legal, SaaS, compliance, risk, or software services sales industries.
• Demonstrated success in solution-based and consultative selling methodologies.
• Experience managing territories and engaging with executive-level stakeholders, with the ability to build and nurture strategic relationships.
• Strong written communication skills, including the ability to prepare professional proposals, presentations, and complex business correspondence.
• Self-motivated and results-driven, with a proven track record of achieving targets within a quota-bearing sales environment.
• Confident presentation and communication skills, with the ability to engage effectively in both face-to-face and virtual environments.