Vertical Account Manager

About the Business

LexisNexis Risk Solutions is the essential partner in the assessment of risk. Within our Insurance vertical, we provide customers with solutions and decision tools that combine public and industry specific content with advanced technology and analytics to assist them in evaluating and predicting risk and enhancing operational efficiency. Our insurance risk solutions help drive better data-driven decisions across the insurance policy lifecycle, all while reducing risk.

About the Team

You’ll be part of a collaborative, solutions-focused sales organization working across sales, implementation, technical, and support teams to deliver value to customers. The team takes a strategic approach to account management, focused on maintaining existing revenue while identifying opportunities to expand relationships and introduce additional LexisNexis Risk Solutions products and solutions.

About the Role

The Vertical Account Manager (VAM) is responsible for acquiring and growing revenue within established enterprise accounts through the sale of LexisNexis Risk Solutions products and solutions.

This role focuses on expanding existing customer relationships, identifying incremental revenue opportunities, protecting the existing revenue base, and increasing the penetration of LexisNexis solutions across assigned accounts. You’ll take a strategic, consultative approach to account management, engaging with decision-makers and key stakeholders to understand business needs, identify opportunities, and position relevant solutions. This includes both field-based and virtual engagement with existing customers and bill groups.

Responsibilities

• Meet or exceed monthly and annual revenue objectives while managing territory plans, revenue projections, and sales activities.
• Identify and pursue revenue opportunities across assigned enterprise accounts, including subsidiaries and broader organizational structures.
• Manage customer retention plans and activities to protect the existing revenue base.
• Develop and execute strategic account and territory plans focused on retention, expansion, and new business growth.
• Build strong relationships with key contacts and decision-makers within assigned accounts.
• Identify incremental opportunities through gap analysis and a thorough understanding of customer needs and business priorities.
• Engage with customers through meetings, calls, and on-site visits to uncover new opportunities and develop solutions that address their business needs.
• Monitor revenue trends, identify sales opportunities, track account activity, and assess competitive threats.
• Manage forecasting and pipeline activities within Salesforce/MyCRM.
• Develop and maintain a strong understanding of LexisNexis Risk Solutions products, pricing, processes, and organizational structure to effectively address customer questions and support solution delivery.
• Maintain knowledge of competitor products, pricing, services, and solutions in order to effectively articulate the value of LexisNexis Risk Solutions.
• Partner closely with sales support, technical, implementation, and other internal teams to meet customer needs and deliver successful outcomes.
• Develop a professional development plan with your manager and participate in relevant internal and external learning opportunities.
• Travel as required to support customer and business needs.

Qualifications

• Experience working within the personal or commercial insurance industry is strongly preferred.
• Experience in direct or solutions-based B2B sales.
• Proven experience building and maintaining strong client relationships.
• Experience working with data, analytics, or data-driven solutions is preferred.
• Strong project management, analytical, and problem-solving skills.
• Proficiency with Microsoft Excel, PowerPoint, and Word.
• Willingness and ability to travel as required.

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

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