Senior Sales Executive, Core Growth - MLF (Southeast)
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Key skills for this role
About the Role
Thomson Reuters is hiring 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 to drive to close.
- Reporting: Utilize an automated and insight driven Salesforce workflow to progress deals; KPI's 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.
- 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.
Full Job Posting
About The Role
- The Medium Law Firm Senior Sales Executive is responsible for renewing and selling Westlaw, Practical Law, CoCounsel, and a suite of innovative solutions, including our cutting edge generative AI products, to mid sized law firms within an assigned territory.
- This individual will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts.
- You will cover the following regions: Alabama, Mississippi, Louisiana, Tennessee, and Jacksonville, FL.
In this opportunity as a Senior Sales Executive, you will be responsible for:
- Driving 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 to drive to close.
- Reporting: Utilize an automated and insight driven Salesforce workflow to progress deals; KPI's include: Nurturing opportunities and moving more complex sales to close, i.e. New logo sales and existing ‘non named’ account incremental sales.
- 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.
What’s in it For You?
- Flexibility & Work Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities.
- Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges.
- Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
- Culture: Globally recognized, award winning reputation for inclusion and belonging, flexibility, work life balance, and more.
- Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually.
- Making a Real World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency.
Compensation
- The target total cash compensation range for this role is $189,000 USD $351,000 USD.
- Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity.
- Base pay and any target sales incentive are part of a comprehensive Total Reward program.
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