West Publishing - Charleston, WV
posted 17 days ago
Full-time - Mid Level
Remote - Charleston, WV
Professional, Scientific, and Technical Services
About the position
The Senior Sales Executive for Medium Law 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 West products and the legal profession's needs.
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 required.
- High level of competency with regard to 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
