Senior Key Account Manager

Senior Key Account Manager

Duration: Permanent

Location: London, UK

Start: ASAP

Employees and managers will partner to determine the work site location in line with our Flexible working policy (Remote, Full time in office, Less than 50% in office, and More than 50% in office).

Who You Are:

• The Senior Key Account Manager (KAM) plays a pivotal role within the Sport & Entertainment team, serving as the primary contact for a select group of strategic clients (primarily Football). You will be responsible for handling and growing these key accounts, driving consumption of committed deals, and identifying new revenue opportunities. Partnering closely with Director level Key Account Executives (KAEs) & Business Development Executives (BDEs), the Senior KAM ensures customer satisfaction, strengthens relationships, and supports business expansion through tailored solutions and strategic insights.
• This role is integral to the growth of the Sport & Entertainment team, ensuring that key accounts receive the attention and strategic guidance needed to thrive. If you have a passion for driving revenue, managing key relationships, and delivering innovative solutions, we encourage you to apply.

Your Next Challenge:

• Serve as the main point of contact for key sporting clients (Primarily Football), ensuring a high level of engagement and satisfaction, preparing customer meetings and delivering timely follow ups.
• Partner with KAEs & BDEs to identify and implement strategic growth opportunities and develop robust account plans.
• Drive consumption of committed deals through onboarding, regular check-ins, and new user expansion initiatives.
• Analyse content gaps within existing deals to mitigate revenue loss and enhance client engagement.
• Develop expertise in end-to-end content production workflows, providing guidance on API integrations, DAM requirements, and plugins to improve deal retention and workflow efficiency.
• Take ownership of pre-production work, including compiling detailed briefs, collaborating with the editorial team, communicating requirements to partners and clients, and overseeing the successful project delivery.
• Identify customer insights from daily interactions to advise KAEs on new development opportunities, including custom solutions and new initiatives.
• Prepare thoroughly for customer meetings and tailor discussions effectively. Ensure timely follow-up on meeting action items to maintain momentum and demonstrate commitment to client success.
• Support and lead contract renewals, ensuring seamless negotiations and deal execution.
• Oversee project-level discovery, quotes, and negotiations for ALC and new committed deals, delegating tasks to Customer Support Associates (CSAs) where appropriate.
• Understand and support new end-client relationships with agencies, facilitating targeted pitches and referrals.
• Become an authority - Leverage company products and services to build and strengthen customer relationships while identifying new revenue streams.
• Advocate for new product additions, such as Custom Solutions, and guide clients through the implementation process.
• Develop strong internal relationships to collaborate on delivering effective client solutions, particularly regarding specific asset needs. The Senior KAM is an integral part of the broader Getty Images team, not only building strong relationships but also using internal networks to foster collaboration, streamline processes, and drive enhanced business outcomes.
• Serve as a role model for other KAMs, demonstrating best practices in networking, cross-team collaboration, and strategic thinking to support the realization of the team's vision and goals.
• Lead complex conversations with professionalism and strategic intent.
• Demonstrate a natural prioritization of conducting face-to-face client meetings with all assigned customers each quarter to reinforce relationships and drive business development.
• Ensure Salesforce is consistently updated with all activity, commercial progress, and key developments to maintain accurate records and support strategic decision-making.
• Actively embrace sales coaching, applying feedback and best practices to continuously improve performance, enhance sales effectiveness, and drive commercial success.
• Uphold a strong Obligation to Care, ensuring clients receive the highest standard of service and support.

What You'll Need:

• Proven sales and account management experience in a fast-paced environment.
• Strong relationship-building skills with a track record of developing and growing accounts to enhance revenue.
• Proven success in increasing business revenue within existing accounts.
• Excellent communication and presentation skills, with the ability to engage stakeholders effectively.
• Ability to manage multiple projects with strong organizational skills.
• Proficiency in Microsoft Office tools and CRM platforms (Salesforce).
• Strong closing and forecasting skills, with a strategic approach to sales planning.
• Ability to build cross-functional relationships that drive revenue growth.
• Skilled in negotiation, proposal development, and delivering compelling sales presentations.
• Experience in client contract negotiations, particularly for performance-based pricing agreements.
• Ability to identify and capitalize on new revenue opportunities within existing and related customer organizations.
• Experience in developing and implementing strategic sales plans with clear quarterly and annual revenue targets.
• Comfortable conducting outbound proactive sales efforts, including in-person presentations, phone sales, and industry event engagements.
• Demonstrate flexibility by occasionally working outside regular hours, including weekends, particularly during major events, to ensure seamless coverage and content delivery.