Account Manager, CoCounsel Legal

Thomson Reuters•Eagan, MN

About The Position

The Account Manager leads the migration of existing Thomson Reuters Corporate SMB customers to CoCounsel. The role manages a defined list of target accounts from initial outreach through completed migration and is accountable for meeting migration and customer-engagement targets. It supports the SMB Corporates organization within Thomson Reuters Legal by accelerating CoCounsel adoption among existing customers. This is a consultative sales role requiring the ability to diagnose customer workflows, explain CoCounsel’s value, address resistance to change, and guide customers through an upsell transition. The Account Manager serves as a trusted advisor during migration and coordinates with internal teams to ensure migrations are completed efficiently and customer issues are resolved.

Requirements

At least 4 years of B2B sales experience with a consistent record of quota attainment.
Experience managing a defined book of accounts and driving change with existing customers.
Experience with outbound outreach.
CRM pipeline management skills.
Strong organizational and time-management skills and the ability to adapt to change.
Proficiency in Microsoft Office applications and ability to demonstrate online products using web-based tools such as Microsoft Teams, Zoom, or WebEx.
Excellent verbal and written communication skills.
Ability to negotiate migration terms, pricing, and timelines within established parameters.
Knowledge of proper telephone etiquette and a professional attitude and integrity.
Ability to manage multiple concurrent migrations and prioritize across an assigned target list.

Nice To Haves

College degree in business, sales, or a related field.
Experience with customer conversions, incremental sales, renewals, or technology transitions.
Experience selling AI, SaaS, or legal technology solutions.
Salesforce.com experience.
Knowledge of or experience in the legal industry, particularly corporate legal departments.

Responsibilities

Achieve and exceed monthly and annual migration quotas, tracking accounts migrated against KPIs and sales processes.
Proactively contact decision-makers and end users at assigned accounts by phone, email, and LinkedIn Sales Navigator to arrange discovery and migration conversations.
Accurately record calls, migration orders, and account activity in Salesforce, tracking migration status and stage for every target account.
Prepare migration forecasts and account-level progress reports against the target list.
Identify and escalate migration risks, including contract or renewal timing, technical blockers, and adoption barriers, and develop account-specific resolution plans.
Manage assigned Corporate SMB accounts from initial outreach through completed transition to CoCounsel.
Use consultative discovery to understand current workflows, connect them to CoCounsel capabilities, and demonstrate value.
Coordinate with Customer Success, Onboarding and Training, Product Specialists, Order Fulfillment, Customer Service, and other Thomson Reuters teams to execute migrations and resolve customer issues.
Collaborate responsibly with Account Managers and stakeholders who own broader customer relationships.
Capture customer feedback, objections, and competitive insights and share them to inform sales playbooks and product strategy.
Maintain expert knowledge of CoCounsel, legacy products being migrated, and sales-division migration programs and incentives.
Participate in meetings, training, professional development, and skill-building activities.
Take on other responsibilities as required or requested by Sales Management.

Benefits

Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
Flexible vacation and paid time off, including sick and safe time and paid holidays.
Two company-wide Mental Health Days off and access to the Headspace app.
Retirement savings plan with company match.
Tuition reimbursement.
Employee incentive programs.
Resources for mental, physical, and financial wellbeing.
Two paid volunteer days annually and opportunities to participate in pro-bono consulting and ESG initiatives.
Health, dental, vision, disability, and life insurance.
Parental leave and sabbatical leave.
Optional hospital, accident, and sickness insurance.
Optional life and AD&D insurance.
Flexible Spending and Health Savings Accounts.
Fitness reimbursement and access to an Employee Assistance Program.
Group Legal Identity Theft Protection benefit.
Access to a 529 Plan and commuter benefits.
Adoption and surrogacy assistance.
Employee Stock Purchase Plan.