Senior Sales Executive, Core Growth - MLF (Southeast)
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Key skills for this role
About the Role
Thomson Reuters is seeking a Senior Sales Executive to renew and sell Westlaw, Practical Law, CoCounsel, and AI-powered legal solutions to mid-sized law firms in the Southeast region.
Key Skills for This Role
Responsibilities
- Drive Results: Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel; support in developing and executing territory growth strategies
- Closing: Prospect new customers, validate their needs, shape product plans and drive deals to close
- Relationship Management: Focus on new logo acquisition and mid contract upsell/cross sell opportunities and renewals
- Product Proposition: Possess core knowledge across products within the sub segment and engage Sales Specialists where deep product expertise is required
- Reporting: Utilize an automated and insight driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close
- Client & Market Intelligence: Understand specific customer archetypes and needs which are most prevalent within the sub segment and territory
Requirements
- Minimum 5 years successful sales experience in a consultative selling environment to C level players
- 4 year college degree, or equivalent experience
- Working knowledge of sales concepts, methods and techniques
- Excellent communication skills and closing skills
- Effective time management skills
- Able to work from home office and travel to customer locations
- Proficient in MS Office products
- Working knowledge of West products, experience selling into large law accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required
- High level of competency with regard to internet, periodical and internal prospecting
- Proficient database management skills
Full Job Posting
Role Overview
- The Medium Law Firm Senior Sales Executive is responsible for renewing and selling Westlaw, Practical Law, CoCounsel, and a suite of innovative solutions, including generative AI products, to mid sized law firms.
- This role covers the following regions: Alabama, Mississippi, Louisiana, Tennessee, and Jacksonville, FL.
About The Role
- Driving Results: Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals; support in developing and executing territory growth strategies.
- Closing: Prospect new customers, validate their needs, shape product plans and drive deals to close.
- Relationship Management: Focus on new logo acquisition and mid contract upsell/cross sell opportunities and renewals.
- Product Proposition: Possess core knowledge across products within the sub segment and engage Sales Specialists where deep product expertise is required.
- Reporting: Utilize an automated and insight driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close.
- Client & Market Intelligence: Understand specific customer archetypes and needs which are most prevalent within the sub segment and territory.
About You
- Minimum 5 years successful sales experience in a consultative selling environment to C level players.
- 4 year college degree, or equivalent experience.
- Working knowledge of sales concepts, methods and techniques.
- Ambitious self starter with high energy and motivation.
- Excellent communication skills and closing skills.
- Effective time management skills.
- Able to work from home office and travel to customer locations.
- Proficient in MS Office products.
- Working knowledge of West products, experience selling into large law accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required.
- High level of competency with regard to internet, periodical and internal prospecting.
- Proficient database management skills.
Compensation
- Target total cash compensation range: $189,000 USD $351,000 USD (includes base and target sales incentive).
- Pay positioned based on knowledge, skills, experience, and internal equity.
What’s in it For You?
- Flexibility & Work Life Balance: Flex My Way policies, work from anywhere for up to 8 weeks per year.
- Career Development and Growth: continuous learning and skill development.
- Industry Competitive Benefits: flexible vacation, mental health days, Headspace app, retirement savings, tuition reimbursement.
- Culture: globally recognized for inclusion, flexibility, work life balance.
- Social Impact: two paid volunteer days off annually, pro bono consulting projects, ESG initiatives.
About Us
- Thomson Reuters informs the way forward by bringing together trusted content and technology.
- We serve professionals across legal, tax, accounting, compliance, government, and media.
- Powered by 26,000 employees across more than 70 countries.
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