Regional Manager, Sales - Legal Government

Thomson Reuters Corporation•Boston, MA

51d•Remote

About The Position

We are seeking a strategic and results-driven Sales Manager to lead the State and Local market of the Government business. This leader will be accountable for revenue growth, sales quota achievement and retention metrics and will lead Sales Executives and Client Executives. The ideal candidate possesses a proven track record of successfully managing a sales team and growing a portfolio of accounts, exceeding sales and renewal targets, and cultivating strong customer relationships. In this role you will be required to: Be a customer-centric leader with exceptional communication, negotiation, and team management skills. Lead/Manage a team focused on growing and increasing client retention across the products. Develop and implement a comprehensive client management strategy aligned with the Governments segment's strategy and in collaboration with cross-functional teams. Drive new customer acquisition, expand customer relationships, and renewal sales with assigned territories. Establish and execute clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success. Act as a change agent by identifying opportunities for process innovation, championing new methodologies, and driving organizational transformation to enhance sales effectiveness and customer outcomes. Lead the adoption and implementation of AI-powered sales tools and best practices, including leveraging AI for customer insights, sales forecasting, pipeline management, and productivity enhancement to maintain competitive advantage. In this opportunity as Regional Manager, Sales you will: Provide coaching and development opportunities to your team to help them achieve their goals and grow professionally Work closely with cross functional teams including sales, product management, marketing, finance, and operations to develop and execute go-to-market strategies Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement. Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability. Continuously assess and improve processes to enhance efficiency and effectiveness of the account executive team. Evaluate, pilot, and scale AI technologies and tools that optimize sales operations, enhance team productivity, and improve customer engagement Foster a culture of innovation and continuous improvement by encouraging the team to embrace emerging technologies and adapt to evolving market dynamics Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, New customer acquisition Partner and collaborate with internal partners to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.

Requirements

Bachelor's degree required; Master's or J.D. preferred, with people management or relevant leadership experience.
Demonstrated success in sales or account management within the Government sector.
Deep industry knowledge and experience in fast-paced, high-growth, and matrix environments.
Exceptional communication, interpersonal, and collaborative skills, with the ability to influence at all organizational levels.
Strong analytical and problem-solving abilities, with a track record of data-driven decision making.
Results-oriented mindset with a proven ability to deliver against targets.
Self-motivated with a strong work ethic and passion for driving business outcomes.
Proven ability to drive change management initiatives and lead teams through organizational transformation
Experience with or strong aptitude for leveraging AI tools and technologies in sales environments (e.g., CRM AI features, predictive analytics, generative AI applications)

Responsibilities

Be a customer-centric leader with exceptional communication, negotiation, and team management skills.
Lead/Manage a team focused on growing and increasing client retention across the products.
Develop and implement a comprehensive client management strategy aligned with the Governments segment's strategy and in collaboration with cross-functional teams.
Drive new customer acquisition, expand customer relationships, and renewal sales with assigned territories.
Establish and execute clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
Act as a change agent by identifying opportunities for process innovation, championing new methodologies, and driving organizational transformation to enhance sales effectiveness and customer outcomes.
Lead the adoption and implementation of AI-powered sales tools and best practices, including leveraging AI for customer insights, sales forecasting, pipeline management, and productivity enhancement to maintain competitive advantage.
Provide coaching and development opportunities to your team to help them achieve their goals and grow professionally
Work closely with cross functional teams including sales, product management, marketing, finance, and operations to develop and execute go-to-market strategies
Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
Continuously assess and improve processes to enhance efficiency and effectiveness of the account executive team.
Evaluate, pilot, and scale AI technologies and tools that optimize sales operations, enhance team productivity, and improve customer engagement
Foster a culture of innovation and continuous improvement by encouraging the team to embrace emerging technologies and adapt to evolving market dynamics
Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, New customer acquisition
Partner and collaborate with internal partners to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.

Benefits

Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow's challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
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. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact:â¯We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match
market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave
optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan

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