Senior Sales Executive, Core Growth - MLF (Southeast)

Thomson Reuters•Frisco, TX

11d•Hybrid

About The Position

The Medium Law Firm Senior Sales Executive is responsible for renewing and selling Westlaw, Practical Law, CoCounsel, and a suite of innovative solutions, including our cutting-edge generative AI products, to mid-sized law firms within an assigned territory. This individual will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts. This is accomplished through an in-depth understanding of West's evolving product portfolio, especially our AI-powered legal solutions, along with sales techniques appropriate for a long sales cycle and a keen insight into the evolving needs of the legal profession in order to bundle comprehensive information and technology solutions to meet broad firm needs. You will cover the following regions: Alabama, Mississippi, Louisiana, Tennessee, and Jacksonville, FL. In this opportunity as a Senior Sales Executive, you will be responsible for driving results by identifying the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel. You will support in developing and executing territory growth strategies, closing new customers, validating their needs, shaping product plans and driving deals to close. Relationship management will focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals. Product proposition requires possessing core knowledge across products within the sub-segment and engaging Sales Specialists where deep product expertise is required to drive to close. Reporting will utilize an automated and insight-driven Salesforce workflow to progress deals, with KPIs including nurturing opportunities and moving more complex sales to close, i.e. New logo sales and existing ‘non-named’ account incremental sales. Client & Market Intelligence involves understanding specific customer archetypes and needs which are most prevalent within the sub-segment and territory.

Requirements

Minimum 5 years successful sales experience in a consultative selling environment to C-level players
4 year college degree, or equivalent experience
Working knowledge of sales concepts, methods and techniques
Ambitious self-starter with high energy and motivation
Excellent communication skills and closing skills
Effective time management skills
Able to work from home office and travel to customer locations
Proficient in MS Office products
Working knowledge of West products, experience selling into large law accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required
High level of competency with regard to internet, periodical and internal prospecting
Proficient database management skills

Responsibilities

Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel
Support in developing and executing territory growth strategies
Prospect new customers, validate their needs, shape product plans and drive deals to close
Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals
Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close
Utilize an automated and insight-driven Salesforce workflow to progress deals
Understand specific customer archetypes and needs which are most prevalent within the sub-segment and territory

Benefits

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
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
Tuition Reimbursement
access to Employee Stock Purchase Plan