Major & Strategic Accounts Associate Director

Wolters Kluwer•Tampa, FL

1d•Remote

About The Position

Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right. Who We Are: Wolters Kluwer: The world is a big place, find your place here. Compliance Solutions: Grow Your Career at Wolters Kluwer Compliance Solutions – Our Culture - YouTube What We Offer: The Major/Strategic Accounts Associate Director role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule, and amazing benefits. What You'll be Doing: As the Major/Strategic Accounts Associate Director, you will be a quota-carrying team member responsible for selling a set of CS offerings to the business unit’s most strategically importation customer accounts. You'll be assigned to a specific set of accounts and will own the account relationships at senior executive levels and be responsible for identify offerings and articulating related value propositions, to address customer challenges. The Major/Strategic Accounts Associate Director is also responsible for leveraging public client information, client relationships, and pipeline data to identify potential new business or cross-sell opportunities at their customer accounts. Each Major/Strategic Accounts Associate Director is accountable to achieve their quota for an assigned book of accounts, adhere to defined sales methodologies, processes and policies that govern the sales process, and develop or maintain internal relationships alongside Solution Sales, Customer Success, and Sales Support team members.

Requirements

Bachelor’s degree from an accredited college/university or equivalent work experience
Has a significant understanding of business, financials, products/services, the market, and the needs/challenges of assigned accounts; is recognized as an expert across multiple areas and has an external reputation across multiple industries
Has full authority/opportunity to set and negotiate product/service terms
Manages large, complex, or strategic accounts
Sales experience and understanding of the lead-to-order process within lending compliance industries
Develops own sales account management approaches and informs colleagues' approaches; manages own and others' resources and serves as team lead
Industry experience and customer contacts
Understand stated and unstated needs of senior client executives and configure solutions to meet those needs
Develop and execute strategic account plans, including management of account relationship maps
Navigate executive-level conversations related to broader strategy needs
Apply advanced negotiation skills and able to navigate complex purchasing processes
Advanced business acumen and ability to review and understand a customer’s business or senior executive’s agenda
Strong interpersonal skills with an emphasis on long-term relationship building with senior executive stakeholders
Communicate effectively in both face-to-face and virtual selling environments with senior executive stakeholders
Team effectively with other internal teams including Solution Sales, Customer Success, Sales Support, Finance, and Legal stakeholders
Highly goal oriented with a proven track record meeting and exceeding sales targets
Ability to travel

Responsibilities

Manage relationships and serve as trusted advisor to senior executive stakeholders at existing customers and develop new relationships with potential customer stakeholders
Develop a strong understanding of the needs and desires of key account stakeholders and create a plan for how to meet those demands, support development of account plans on annual basis
Develop and maintain a baseline knowledge and understanding of products and the problems they solve within the Compliance Solutions portfolio, and collaborate with the Solution Sales team for deep knowledge and technical understanding
Leverage SFDC data and collaboration with other sales team members to identify, pursue, and close opportunities to retain existing business or cross-sell new business within assigned set of accounts
Build rapport in customer-facing meetings by developing strong client relationships and articulating a product(s) value proposition
Adhere to defined sales methodology and sales processes including steps to configure, price, quote products and services, draft, negotiate and close contracts
Deliver against individual quotas
Support product road mapping by sharing customer insights that help shape the prioritization of key product enhancements
Work with Solution Sales, Customer Success, and Sales Support to identify, pursue, and close opportunities for Compliance Solutions products at customer accounts; build internal relationships and develop collaborative team among these functions to effectively serve assigned book of accounts
Engage with Financial Services or Specialty Sales Reps to share learnings of key account activity or market insights