Major & Strategic Accounts Associate Director

$147,200 - $208,350/Yr

Wolters Kluwer - Oklahoma City, OK

Full-time - Mid Level

Oklahoma City, OK

Publishing Industries

About the position

The Major/Strategic Accounts Associate Director at Wolters Kluwer is a key role responsible for managing and developing relationships with strategically important customer accounts. This position involves selling Compliance Solutions offerings, achieving sales quotas, and collaborating with various internal teams to ensure customer satisfaction and retention. The role requires a deep understanding of customer needs, effective communication with senior executives, and the ability to navigate complex sales processes.

Responsibilities

• Manage relationships and serve as trusted advisor to senior executive stakeholders at existing customers and develop new relationships with potential customer stakeholders
• Develop a strong understanding of the needs and desires of key account stakeholders and create a plan for how to meet those demands
• Support development of account plans on an annual basis
• Develop and maintain a baseline knowledge and understanding of products and the problems they solve within the Compliance Solutions portfolio
• Leverage SFDC data and collaboration with other sales team members to identify, pursue, and close opportunities
• Build rapport in customer-facing meetings by developing strong client relationships and articulating a product(s) value proposition
• Adhere to defined sales methodology and sales processes including steps to configure, price, quote products and services, draft, negotiate and close contracts
• Deliver against individual quotas
• Support product road mapping by sharing customer insights that help shape the prioritization of key product enhancements
• Work with Solution Sales, Customer Success, and Sales Support to identify, pursue, and close opportunities for Compliance Solutions products at customer accounts
• Engage with Financial Services or Specialty Sales Reps to share learnings of key account activity or market insights

Requirements

• Bachelor's degree from an accredited college/university or equivalent work experience
• Significant understanding of business, financials, products/services, the market, and the needs/challenges of assigned accounts
• Recognized as an expert across multiple areas and has an external reputation across multiple industries
• Full authority/opportunity to set and negotiate product/service terms
• Experience managing large, complex, or strategic accounts
• Sales experience and understanding of the lead-to-order process within lending compliance industries
• Ability to develop own sales account management approaches and inform colleagues' approaches
• Industry experience and customer contacts
• Ability to understand stated and unstated needs of senior client executives and configure solutions to meet those needs
• Experience developing and executing strategic account plans, including management of account relationship maps
• Ability to navigate executive-level conversations related to broader strategy needs
• Advanced negotiation skills and ability to navigate complex purchasing processes
• Strong interpersonal skills with an emphasis on long-term relationship building with senior executive stakeholders
• Effective communication in both face-to-face and virtual selling environments with senior executive stakeholders
• Ability to team effectively with other internal teams including Solution Sales, Customer Success, Sales Support, Finance, and Legal stakeholders
• Highly goal oriented with a proven track record meeting and exceeding sales targets
• Willingness to travel

Benefits

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave