Manager, Client Advisory Sales

Thomson Reuters•Eagan, MN

8d•$199,500 - $426,800•Hybrid

About The Position

The Manager, Client Advisory Sales is a specialty sales leadership role within Thomson Reuters’ Global Large Law Firms subsegment of the Legal Professionals business. The role leads four Sales Executives selling advisory and market intelligence solutions to large law firms, and owns the team’s aggregate sales target and annual revenue objectives. The manager directs go-to-market strategy and sales performance for the Market Insights and Financial Insights platforms and related consulting services. This is a consultative, executive-level solution-selling role focused on research-based insights and advisory services for law firm leaders. The manager works across US and UK locations, selling alongside the team as a player/coach and partnering with Client Advisory Services, Global Client Directors, and sales pods to align sales with account strategies and ensure smooth delivery handoffs.

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 the team’s 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 opportunity 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 on positioning and selling 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 that improve firm performance.
Partner with Client Advisory Services to scope engagements and coordinate 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 the visibility and credibility of Client Advisory Services, and share contacts with Global Client Directors to expand relationships across the subsegment.
Recruit, onboard, and ramp new sellers as the team evolves.
Coach sellers on executive-level selling, negotiation, and persuasive proposal writing.
Foster a collaborative, high-performance team culture across US and UK locations.

Benefits

Flexible vacation and supportive work-life policies, including work from anywhere for up to 8 weeks per year.
Two company-wide Mental Health Days off annually.
Access to the Headspace app and Employee Assistance Program.
Retirement savings and a competitive 401(k) plan with company match.
Tuition reimbursement.
Employee incentive programs.
Health, dental, vision, disability, and life insurance programs.
Paid holidays, sick and safe paid time off, parental leave, and sabbatical leave.
Fitness reimbursement and resources for mental, physical, and financial wellbeing.
Two paid volunteer days off annually, plus opportunities to participate in pro-bono consulting and ESG initiatives.
Flexible Spending and Health Savings Accounts.
Commuter benefits.
Adoption and surrogacy assistance.
Employee Stock Purchase Plan.
Optional hospital, accident and sickness insurance, optional life and AD&D insurance, and group legal identity theft protection, each paid 100% by the employee.
Optional access to a 529 Plan.