Sales Executive, Corporate

Thomson Reuters • New York, NY

8d • $189,000 - $351,000 • Hybrid

About The Position

Responsible for new business development (completely new sales) of Westlaw, Practical Law, and other legal solution and workflow tools to prospective customer base of in-house legal, intellectual property, and compliance departments of corporations. Candidate must reside in the New England territory. Boston, Rhode Island, and Connecticut are the preferred locations.

Requirements

• New business mining, deep and constant prospecting, utilizing cold/warm calling skills to develop a high volume of new business opportunities, including skillful and consistent prospecting, cold-calling, sales pitch, and overall business development acumen.
• Sales Planning: Understand opportunity within assigned territory and execute sales plan to capture growth
• New Customer Sales: Drive Westlaw, Practical Law, and legal solutions sales to new customers
• Client Relationships: Leverage knowledge of legal industry and opportunities to build trust and respect with prospective customers
• Sales Skills: Ability to facilitate shorter-term transactional sales utilizing consultative selling skills coupled with the ability to navigate a long and complex software and solutions sales cycle
• Consultative Selling Skills: listen, ask probing questions to uncover customer needs and needs beyond those stated, and quickly gain trust and credibility
• Business Acumen: strong understanding of our customers’ business
• Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs
• Forecasting Skills: ability to forecast with 95% accuracy
• Team Communication: collaborate and communicate regularly and effectively within team and across the organization.
• Relationship and Influencing Skills: ability to build relationships and influence all levels within an organization, including senior management and C-Suite.

Nice To Haves

• Minimum of 4-5 years direct field sales experience, preferably in the corporate sector, with exemplary track record of sales quota overachievement
• 4-year college degree required, JD or MBA preferred
• Able to work from home office and travel to customer locations
• Must have competency and established experience using salesforce.com
• Job will require minimum of 50% travel per month
• Must exhibit a passion for sales, customer service, and the legal industry

Responsibilities

• Meet or exceed new sales quota of Westlaw, Practical Law, and other legal solutions tools and products
• Demonstrate, sell, and build pipeline across the whole product bag
• Conduct face-to-face appointments and meetings: 8 meetings per week with new customers
• Meet and exceed monthly quota expectations consistently
• Maintain a pipeline of at least 3x quota
• Develop and leverage peer and team networks
• Update, maintain, and manage salesforce.com on an ongoing and consistent basis

Benefits

• 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.
• Work from anywhere for up to 8 weeks per year
• Grow My Way programming and skills-first approach
• Flexible vacation
• Two company-wide Mental Health Days off
• Access to the Headspace app
• Retirement savings
• Tuition reimbursement
• Employee incentive programs
• Resources for mental, physical, and financial wellbeing
• Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
• Two paid volunteer days off annually
• Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Market competitive health, dental, vision, disability, and life insurance programs
• Competitive 401k plan with company match
• 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
• Access to Employee Stock Purchase Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Senior