Senior Sales Executive, MidLaw Pittsburgh/KY

Thomson Reuters - Ann Arbor, MI

Full-time - Mid Level

Remote - Ann Arbor, MI

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About the position

The Senior Sales Executive for Medium Law is responsible for selling various legal products to the legal community within a designated territory. This role emphasizes a consultative sales approach to manage complex relationships and capitalize on opportunities within Medium Law accounts, leveraging an in-depth understanding of West 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, 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 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 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.
• High level of competency with internet, periodical, and internal prospecting.
• Proficient database management skills.

Benefits

• Comprehensive benefit plans
• Flexible vacation
• Two company-wide Mental Health Days Off
• Work from another location for up to 8 weeks a year
• Headspace app subscription
• Retirement and savings plans
• Tuition reimbursement
• Employee incentive programs
• Resources for mental, physical, and financial wellbeing
• Access to LinkedIn Learning
• Internal Talent Marketplace opportunities
• Networking through Ten Thousand Coffees
• Two paid volunteer days annually
• Environmental, Social and Governance (ESG) initiatives