Senior Sales Executive, Mid-Law (Pittsburgh/KY)

$200,200 - $371,800/Yr

Thomson Reuters - Ann Arbor, MI

Full-time - Mid Level

Remote - Ann Arbor, MI

10,001+ employees

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About the position

The Senior Sales Executive at Thomson Reuters is responsible for selling legal products such as Westlaw, Practical Law, HighQ, and CoCounsel to the legal community within a designated territory. This role requires a consultative sales approach to manage complex relationships and capitalize on opportunities within Medium Law accounts, leveraging an in-depth understanding of the products and the legal profession to bundle solutions that meet client needs.

Responsibilities

• Identify the best channel for engagement with customers, primarily using virtual methods for most deals.
• Develop and execute territory growth strategies.
• Prospect new customers, validate their needs, and drive deals to close.
• Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals.
• Possess core knowledge across products and engage Sales Specialists for deep product expertise when necessary.
• Utilize Salesforce to progress deals and track 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 of 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.
• Ability to work from a home office and travel to customer locations.
• Proficient in MS Office and internet usage.
• 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.
• High level of competency in internet, periodical, and internal prospecting.
• Proficient database management skills.

Nice-to-haves

• Experience with legal technology sales.
• 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.
• Headspace app subscription for mental wellbeing.
• Retirement savings plan with company match.
• Tuition reimbursement and employee incentive programs.
• Access to LinkedIn Learning and internal Talent Marketplace.
• Two paid volunteer days annually.
• Adoption & Surrogacy Assistance.
• Employee Stock Purchase Plan.