Sales Business Retention Representative - Corporate Market

Wolters Kluwer•Riverwoods, IL

2d•Hybrid

About The Position

This role requires a working understanding of business, financials, product/services, the market, or account needs. Manages business retention of moderately complex or medium sized territory/account, products/services, sales, or account management processes. Participates in the retention of existing customers and re-engaging of lapsed customers with higher customer volume than traditional account management/inside/outside sales and provides strong customer and product support. Improves short and long-term business relationships and generates sales leads with frequent contact. Maintains an ongoing business relationship with current industry clients to facilitate future sales. Intermediate level outside sales rep that spends 80% or more of time/quota on retaining business in existing accounts. Primary focus is the retention of existing customers and re-engaging of lapsed customers with higher customer volume than traditional account management/inside/outside sales and providing strong customer and product support. Improves short and long-term business relationships and generates sales leads with frequent contact. Maintains an ongoing business relationship with current industry clients to facilitate future sales. May have upsell quota associated with existing accounts. Start to plan own territory or account approach and monitor resources. Essential Duties & Responsibilities Product & Market Expertise Maintain a strong understanding of WK Legal & Regulatory US products, services, core use cases, and competitive positioning. Understand corporate customer workflows across legal, compliance, risk, finance, tax, and operations teams, and how WK solutions drive efficiency, accuracy, and regulatory confidence. Stay current on corporate market trends, regulatory developments, technology adoption patterns, and evolving customer expectations. Participate in ongoing training, mentoring, and self-directed learning to continuously enhance product knowledge and account management skills. Account Retention & Relationship Management Serve as the primary point of contact for assigned corporate accounts, building trusted relationships with decision-makers, influencers, administrators, and day-to-day users. Develop and execute strategic account plans to improve retention, reduce churn risk, and expand solution adoption within departments or business units. Conduct regular, proactive outreach to assess customer health, address challenges, and ensure customers are realizing full value from WK solutions. Own customer issue resolution and escalation management by coordinating and driving action across Customer Success, Support, and Implementation teams to ensure a seamless, high‑quality customer experience. Upsell, Cross-Sell & Account Expansion Identify growth opportunities within existing accounts by understanding business objectives, organizational changes, budget cycles, and emerging needs. Lead consultative conversations to uncover gaps, pain points, and opportunities where expanded or additional WK solutions can deliver incremental value. Present tailored recommendations, coordinate product demonstrations, prepare proposals, and manage renewal and expansion negotiations. Share customer insights with Product and Marketing teams to inform messaging, campaign strategy, and product roadmap priorities. Pipeline Management, Reporting & Forecasting Build and maintain a healthy pipeline of renewal, upsell, and expansion opportunities within Salesforce. Produce accurate forecasts for renewals, retention risk, and expected growth revenue. Track and document account activity, customer interactions, and performance metrics to support data-driven decision-making. Ensure account management efforts align with regional sales strategy and corporate revenue objectives. Professionalism & Representation Represent Wolters Kluwer professionally in customer meetings, virtual engagements, and industry events. Communicate clearly and effectively in written, verbal, and presentation formats with audiences ranging from individual contributors to senior executives. Demonstrate WK’s values of integrity, customer focus, collaboration, and excellence. Build strong internal relationships to ensure alignment and exceptional customer outcomes. Other Responsibilities Engage in continuous professional development through training, industry research, and peer collaboration. Manage time and priorities effectively across a diverse portfolio of accounts. Perform additional responsibilities as assigned by the Associate Director or Sales Leadership. Travel Requirements Domestic travel up to 25% (customer visits, team meetings, conferences). Ability to travel independently via air and ground transportation. Use of a company-issued credit card for approved business expenses.

Requirements

Working understanding of business, financials, product/services, the market, or account needs.
3+ years of experience in one or more of the following: Account management, client relationship management, customer success, or renewals.
Managing a portfolio of existing customers across SMB, mid-market, and/or enterprise segments.
Engaging multiple stakeholders, including managers, directors, and executive-level contacts.
Managing renewal cycles and negotiating retention and expansion agreements.
Presenting value-based solutions and recommendations.
Using CRM tools (Salesforce preferred) and Microsoft Office Suite.
Meeting or exceeding retention and revenue growth targets.
Experience using AI-powered tools to accelerate sales execution, customer research, and account insights, improving efficiency and enabling more informed, data-driven customer conversations.
Bachelor’s degree in business, marketing, communications, or a related field, or equivalent work experience.

Nice To Haves

5+ years of experience in account management or sales, preferably in legal, regulatory, information services, SaaS, or B2B solutions.
Experience using sales enablement tools such as Outreach, Gong, ZoomInfo, or SalesIntel.
Background supporting corporate legal, compliance, finance, or risk teams is a plus.

Responsibilities

Manage business retention of moderately complex or medium sized territory/account, products/services, sales, or account management processes.
Participate in the retention of existing customers and re-engaging of lapsed customers with higher customer volume than traditional account management/inside/outside sales and provides strong customer and product support.
Improve short and long-term business relationships and generates sales leads with frequent contact.
Maintain an ongoing business relationship with current industry clients to facilitate future sales.
Maintain a strong understanding of WK Legal & Regulatory US products, services, core use cases, and competitive positioning.
Understand corporate customer workflows across legal, compliance, risk, finance, tax, and operations teams, and how WK solutions drive efficiency, accuracy, and regulatory confidence.
Stay current on corporate market trends, regulatory developments, technology adoption patterns, and evolving customer expectations.
Participate in ongoing training, mentoring, and self-directed learning to continuously enhance product knowledge and account management skills.
Serve as the primary point of contact for assigned corporate accounts, building trusted relationships with decision-makers, influencers, administrators, and day-to-day users.
Develop and execute strategic account plans to improve retention, reduce churn risk, and expand solution adoption within departments or business units.
Conduct regular, proactive outreach to assess customer health, address challenges, and ensure customers are realizing full value from WK solutions.
Own customer issue resolution and escalation management by coordinating and driving action across Customer Success, Support, and Implementation teams to ensure a seamless, high‑quality customer experience.
Identify growth opportunities within existing accounts by understanding business objectives, organizational changes, budget cycles, and emerging needs.
Lead consultative conversations to uncover gaps, pain points, and opportunities where expanded or additional WK solutions can deliver incremental value.
Present tailored recommendations, coordinate product demonstrations, prepare proposals, and manage renewal and expansion negotiations.
Share customer insights with Product and Marketing teams to inform messaging, campaign strategy, and product roadmap priorities.
Build and maintain a healthy pipeline of renewal, upsell, and expansion opportunities within Salesforce.
Produce accurate forecasts for renewals, retention risk, and expected growth revenue.
Track and document account activity, customer interactions, and performance metrics to support data-driven decision-making.
Ensure account management efforts align with regional sales strategy and corporate revenue objectives.
Represent Wolters Kluwer professionally in customer meetings, virtual engagements, and industry events.
Communicate clearly and effectively in written, verbal, and presentation formats with audiences ranging from individual contributors to senior executives.
Demonstrate WK’s values of integrity, customer focus, collaboration, and excellence.
Build strong internal relationships to ensure alignment and exceptional customer outcomes.
Engage in continuous professional development through training, industry research, and peer collaboration.
Manage time and priorities effectively across a diverse portfolio of accounts.
Perform additional responsibilities as assigned by the Associate Director or Sales Leadership.