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

Thomson Reuters - Washington, DC

Full-time - Mid Level

Remote - Washington, DC

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About the position

The Senior Sales Executive at Medium Law Firm is responsible for selling various legal products, including Westlaw and Practical Law, 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.

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, and drive deals to close.
• Focus on new logo acquisition and upsell/cross-sell opportunities during contract renewals.
• Possess core knowledge across products and engage Sales Specialists for deeper product expertise when necessary.
• Utilize Salesforce to progress deals and track KPIs, including nurturing opportunities and closing complex sales.
• Understand customer archetypes and needs prevalent within the subsegment 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.
• 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 required.
• High level of competency with internet, periodical, and internal prospecting.
• Proficient database management skills.