Paris
Madrid HB
Milan
Full time
R
FRENCH VERSION (ENGLISH VERSION IS BELOW THE FRENCH VERSION)

À propos de l'entreprise
LexisNexis Risk Solutions est un fournisseur de premier plan de solutions innovantes répondant aux défis majeurs liés à l'analyse des données de risque. Nous sommes une organisation progressiste et tournée vers l'avenir, proposant des solutions de recherche d'informations et de nettoyage des données, ainsi que des processus critiques et décisifs pour la vérification d'identité et les contrôles de conformité (due diligence). LexisNexis fait partie du groupe RELX plc , leader mondial des solutions d'information destinées aux professionnels. Nos produits évoluent continuellement, et c'est là que vous pouvez faire la différence.

À propos du poste
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.

Nos solutions permettent à nos clients de relever des défis complexes dans les domaines suivants :
+ Lutte contre le blanchiment d'argent et le financement du terrorisme (AML/CFT)
+ Authentification et vérification d'identité
+ Prévention de la fraude
+ Réduction des risques de crédit
+ Gestion des données clients
Pour en savoir plus : LexisNexis Risk Solutions ( propos de l'équipe

Notre équipe Strategic Accounts gère les clients les plus stratégiques de la région EMEA. Nous leur offrons une expérience premium en tant que partenaire de confiance de premier niveau. Nous aidons ces entreprises à augmenter leurs revenus, réduire leurs risques, améliorer l'expérience client et diminuer leurs coûts opérationnels, tout en protégeant leur activité et leur marque.

Principales responsabilités

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.

Une expérience de la méthodologie MEDDPICC ainsi qu'une solide maîtrise de la vente de logiciels d'entreprise sont indispensables.

Vos responsabilités incluront :
+ Gérer et développer les relations avec des comptes stratégiques afin de maximiser les revenus, la fidélisation et la pénétration de nos solutions de lutte contre la criminalité financière et la fraude.
+ Piloter l'ensemble du cycle de vente complexe : identification des opportunités, qualification (via MEDDPICC), négociation, conclusion et expansion commerciale.
+ Atteindre les objectifs de vente et assurer une prévision fiable du pipeline grâce à des données précises et pertinentes.
+ Concevoir et exécuter des plans de compte stratégiques intégrant des stratégies de croissance à long terme et des actions commerciales ciblées.
+ Animer des ateliers de découverte et de définition des solutions avec les parties prenantes afin de comprendre en profondeur les enjeux métiers et les exigences réglementaires.
+ Collaborer avec les équipes Produit, Conseil en solutions et Technique afin de garantir la bonne mise en œuvre des solutions proposées.
+ Assurer une veille active sur les évolutions du marché liées à la criminalité financière, à la prévention de la fraude et aux technologies réglementaires afin de positionner efficacement nos offres.

Expérience et compétences requises

+ 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.
+ Historique avéré de dépassement des objectifs de revenus dans des environnements logiciels stratégiques et à forte valeur ajoutée.
+ 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.
+ Excellentes compétences relationnelles et de communication, avec la capacité d'interagir aussi bien avec des interlocuteurs techniques qu'avec des dirigeants de haut niveau.
+ Expérience de collaboration avec des équipes transverses (Produit, Juridique, Conformité, Conseil en solutions, etc.).

Qualifications souhaitées

+ 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.).

Pourquoi nous rejoindre ?

+ L'opportunité de travailler avec des marques leaders du marché sur des problématiques stratégiques discutées au plus haut niveau des entreprises.
+ 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.
+ Potentiel de rémunération non plafonné.
+ 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. Our products are continually evolving, and that’s where you can help.

About the role
LexisNexis Risk Solutions is the essential partner in the assessment of risk. 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, the team

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.

Main responsibilities

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.

· Manage and expand relationships with key enterprise accounts to maximize revenue, retention, and penetration of our financial crime and fraud solutions
· 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.
· Stay abreast of market trends and developments in financial crime, fraud prevention, and regulatory technology to effectively position our offerings.

Required Experience and Skills

· 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.
· Experience collaborating with cross-functional teams (e.g., Product, Legal, Compliance, Solution Consulting).

Preferred Qualifications

· Prior experience in banking, fintech, regtech, or enterprise SaaS.
· Understanding of relevant legislation and technical standards in financial services (e.g., AML, KYC, GDPR).

Why Join Us?

· 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.
· Uncapped earning potential
· Tech stack including SalesForce, Gong and Lusha

Primary Location Base Pay Range: France - Paris (Rue de Bercy) 61 900 - 103 100. Total Target Cash Range: 95 200 - 158 500.
If performed in the following location: Home-Based Milan, the base pay range is 49,400 - 82,400. The total target cash range is 76,100 - 126,900.
If performed in any of the following locations: 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 discuss with the recruiter.
This role is covered by the Convention Collective Syntec, IDCC 1486.
This job may be subject to a collective labor agreement in Italy. Please consult with the hiring team for further details.
This job may be subject to a collective labor agreement in Spain. 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.

USA Job Seekers:
EEO Know Your Rights.
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.
We are committed to delivering fair hiring processes and accessibility. 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 .

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Access to benefits specific to your location.

About the Role

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 fundamental, 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. Este puesto requiere una interacción constante con los clientes y la colaboración con equipos internos para garantizar el éxito de las cuentas asignadas.

Key Responsibilities

- Desarrollar y ejecutar planes estratégicos para gestionar y hacer crecer una cartera de clientes clave asignada.
- Actuar como el principal punto de contacto para los clientes clave, asegurando una comunicación fluida y relaciones sólidas.




- 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.

Requirements

- 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.
- Excelentes habilidades de negociación, presentación y comunicación interpersonal.
- 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.

Benefits

- Salario base competitivo y un atractivo plan de comisiones/bonos basado en el rendimiento.
- 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.
- Un ambiente de trabajo dinámico y orientado a la excelencia en Madrid.

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.

Responsibilities:

- 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. across a defined geographical territory.
- 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.
- Prospects potential customers, including cold calling and developing leads through referral channels.
- 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

Qualifications & Experience:

- High School Degree or Equivalent required
- Bachelor's Degree - Sales, Marketing, Business, Engineering, or relevant field preferred
- Three to five years outside sales experience required
- Four years industry experience preferred
- Knowledge of macro data center industry and trends is a strong advantage.
- Ability to travel to current and potential clients and suppliers.
- Ability to work flexible schedule and occasional overnight travel.
- Excellent sales and negotiation skills.
- Ability to develop and deliver presentations.
- Strong interpersonal skills.
- Effective communicator both written and verbally.
- Ability to work in team environment.
- Strong Microsoft Office Suite skills.
- Knowledge of advertising and sales promotion techniques (Preferred).
- Ability to travel 25 - 50%
- Spanish and English fluency required.

Wesco International, Inc., including its subsidiaries and affiliates ("Wesco"), is an Equal Opportunity and Affimative Action Employer. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation or expression, age, disability, protected veteran status or other characteristics protected by law.

About the Team

At Wesco, we believe life should run smoothly. As a leading provider of business‑to‑business distribution, logistics services and supply chain solutions, we create a world that you can depend on... (continuation of the same content omitted for brevity for clarity).

Description

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Why Join Us?

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