JREQ175981 Senior Sales Executive, Mid-Law (East Coast)

$200,200 - $371,800/Yr

Thomson Reuters - Hartford, CT

Full-time - Mid Level

Remote - Hartford, CT

10,001+ employees

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About the position

The Senior Sales Executive at Thomson Reuters is responsible for selling WestLaw, Practical Law, and other products to the legal community within an assigned territory. This role requires leveraging a consultative sales approach to manage complex relationships and capitalize on opportunities within Medium Law accounts. The position involves understanding West products, employing effective sales techniques, and addressing the needs of the legal profession to bundle solutions that meet broad firm requirements.

Responsibilities

• Identify the best channel for engagement with customers, primarily using virtual methods for most deals.
• 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 for deep product expertise.
• Utilize an automated Salesforce workflow to progress deals and meet KPIs, including nurturing opportunities and closing complex sales.
• Understand specific customer archetypes and needs 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 and closing skills.
• Effective time management skills.
• Able to work from home office and travel to customer locations.
• Proficient in MS Office/Internet.
• Working knowledge of West products and experience selling into large law accounts.
• 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.

Nice-to-haves

• Experience with legal publishing industry.
• Familiarity with Salesforce or similar CRM tools.

Benefits

• Comprehensive benefit plans including health, dental, and vision insurance.
• Flexible vacation and two company-wide Mental Health Days Off.
• Work from another location for up to 8 weeks a year, with 4 weeks out of the country.
• Headspace app subscription for mental wellbeing.
• Retirement savings plan with company match.
• Tuition reimbursement and employee incentive programs.
• Resources for mental, physical, and financial wellbeing.
• Access to LinkedIn Learning and internal Talent Marketplace.
• Two paid volunteer days annually.
• Environmental, Social and Governance (ESG) initiatives.