Senior Sales Executive, Small Law (Nashville)

Thomson Reuters•Nashville, TN

4d•$189,000 - $351,000•Hybrid

About The Position

The Senior Sales Executive in the Small Law Channel is responsible for retaining and growing their existing account base and acquiring new accounts within their area of responsibility. The territory consists primarily of an existing client base of approximately 800+ accounts in 1-10 attorney size firms. This position is field based, requiring excellent face to face, telephone and writing skills. To be successful in this role, you will draw on your high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within your accounts. You'll possess the ability to develop trust, demonstrate your credibility with all account stakeholders through your knowledge of Thomson Reuters’ products, and services and acquired knowledge of the legal industry. About the Role In this role as a Senior Sales Executive, you will: Network and partner with customers both over the phone and in person in order to build confidence and develop win/win solutions; proactively stay on top of additional sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales Effectively manage your territory via phone and in person by allocating appropriate time to prioritize goals, requirements, renewal opportunities and sales opportunities Use appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at Thomson Reuters’ customer sites; communicate and interact effectively with internal team partners to achieve goals Exhibit a deep knowledge of Thomson Reuters products, as well as the profession and the legal publishing industry Attain sales and renewal targets and quotas on a monthly basis by both in person customer visits and meetings over the phone Demonstrate the use of Small Law products to the customer Obtain and provide territory information regarding market intelligence and penetration Confer with and assist in customer-related issues, including collections and complaints, as needed to maintain good customer relations Complete weekly sales performance reports and all Salesforce.com reporting in a timely and accurate manner Attend sales meetings and conventions as required

Requirements

5 years successful sales experience (both over the phone and field sales).
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.
Ability to remain realistically positive in sales situations.
Able to work from home office and travel to customer locations as needed.
High level of competency with regard to internet, periodical and internal prospecting.
Proficient database management skills.

Nice To Haves

Legal industry experience preferred.
Software as a Service (SaaS) Sales Experience a plus.

Responsibilities

Retain and grow existing account base and acquire new accounts.
Conduct thorough needs analysis within accounts.
Develop trust and demonstrate credibility with account stakeholders.
Network and partner with customers over the phone and in person.
Proactively identify additional sales opportunities.
Manage territory via phone and in person, prioritizing goals, requirements, renewals, and sales opportunities.
Build trust and confidence with users, key contacts, managers, and executives.
Communicate and interact effectively with internal team partners.
Exhibit deep knowledge of Thomson Reuters products and the legal profession/publishing industry.
Attain monthly sales and renewal targets and quotas.
Demonstrate the use of Small Law products to customers.
Obtain and provide territory information regarding market intelligence and penetration.
Assist with customer-related issues, including collections and complaints.
Complete weekly sales performance reports and Salesforce.com reporting.
Attend sales meetings and conventions.

Benefits

Flex My Way workplace policies
Work from anywhere for up to 8 weeks per year
Continuous learning and skill development
Grow My Way programming
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
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