Manager, Client Advisory Sales

Thomson Reuters•Eagan, MN

9d•$199,500 - $426,800•Hybrid

About The Position

The Manager, Client Advisory Sales is a sales leadership role within the Global Large Law Firms subsegment of Thomson Reuters’ Legal Professionals business. The role leads four Sales Executives across the US and UK, owns the team’s aggregate annual sales target, and directs the team’s go-to-market strategy and sales performance for Market Insights and Financial Insights platforms, custom reporting, analytical support, and related consulting and advisory services. The manager coaches and develops a consultative, executive-level sales team selling research-based insights and advisory services to leaders at the world’s largest law firms. The role combines team leadership with player/coach selling, responsibility for revenue objectives and pipeline performance, and close collaboration with Client Advisory Services, Global Client Directors, and sales pods. It also includes developing repeatable sales plays and proposals, building senior client relationships, and recruiting and ramping sellers. The position uses a flexible hybrid work model for office-based roles. Periodic travel for client meetings and team engagement is required. Thomson Reuters states that it employs 26,000 people across more than 70 countries. The target total cash compensation range is $229,800–$426,800 USD for eligible locations in New York City, San Francisco, Los Angeles, Irvine, McLean, and Washington, DC; for other eligible US locations, the stated range is $199,500–$370,500 USD.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of B2B sales or business development experience, including at least 2 years in sales management or a team lead capacity.
Demonstrated success leading quota-carrying teams and achieving revenue and growth targets.
Experience in complex sales environments, selling data insights or analytics, advisory, consulting, and/or research-based solutions to C-suite and executive teams.
Strong business acumen, including the ability to analyze sales and financial data and build a business case with clients.
Excellent coaching, communication, and leadership skills, with a track record of developing high-performing sellers.
Proficiency with Salesforce for pipeline management, forecasting, and performance tracking.
Ability to influence without authority across matrixed teams, including delivery and account teams.
Ability to travel periodically for client meetings and team engagement.

Nice To Haves

JD, MBA, or other graduate degree.
Law firm or other legal industry experience, or experience selling to law firm leadership.
Experience managing geographically distributed or international teams.
Experience selling professional services alongside data or SaaS platforms.
Familiarity with Thomson Reuters’ Market Insights and Financial Insights platforms.

Responsibilities

Lead, coach, and develop a team of Sales Executives across the US and UK, owning aggregate annual quota through new business, renewals, and book-of-business growth.
Set sales strategy, territory priorities, and account plans, and establish disciplined sales processes for qualification, stakeholder mapping, multi-threading, and executive-level deal strategy.
Sell alongside the team as a player/coach and serve as the escalation point for complex deals and senior client conversations.
Own pipeline health and forecast accuracy in Salesforce, and report team performance and market feedback to subsegment leadership.
Coach the team to position and sell Market Insights and Financial Insights platforms, custom reporting, analytical support, and Advisory Services in Clients, Strategy & Positioning, and Financial Performance.
Develop repeatable sales plays, messaging, and proposals that position advisory services as strategic engagements supporting firm performance.
Partner with Client Advisory Services to scope engagements and ensure smooth handoffs from sale to delivery.
Work with GLLF Global Client Directors and sales pods to integrate advisory sales into account strategies.
Build relationships with law firm leaders to grow Client Advisory Services’ visibility and credibility, and share contacts with Global Client Directors to expand relationships across the subsegment.
Recruit, onboard, and ramp new sellers, and coach them on executive-level selling, negotiation, and persuasive proposal writing.
Foster a collaborative, high-performance team culture across US and UK locations.

Benefits

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