Accounting/Auditing, Computers, Software, Finance/Economics, Information Technology, Insurance, Internet/E-Commerce, Legal, Sales, Publishing, Executive Management, Research & Development, Medical, Environmental, Web Technology, Nonprofit and Volunteer Services, Energy / Utilities
Sr. Sales Executive, SLF (West Coast)
The Sr. Sales Executive (SSE) in the Small Law Channel is responsible for retaining and growing their existing account base and acquiring new accounts within their area of responsibility. Their territory consists primarily of an existing client base of approximately 230 accounts in 1-10 attorney size firms. The SSE position is field based, requiring excellent face to face, telephone and writing skills. The successful SSE draws on their high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within their accounts. The successful AE has the ability to develop trust, demonstrate their credibility with all account stakeholders through their knowledge of Thomson Reuters products, and services and acquired knowledge of the legal industry. The SSE tailors their presentations to the unique needs of the individual account and articulates their proposals through ROI justification to shorten the sales cycle.
Knowledge, Skills, and Abilities:
Networks and partners with customers both over the phone and in person in order to build confidence and develop win/win solutions; proactively stays on top of additional sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales.
Effectively manages his/her territory via phone and in person by allocating appropriate time to prioritize goals, requirements, renewal opportunities and sales opportunities.
Demonstrates an excellent ability to meet the demands of selling to a large customer base by strategizing customer contact methods; operate with effectiveness and determination; acts promptly to take advantage of multiple opportunities; remains realistically positive in sales situations; persists to achieve sales goals despite barriers or difficulties by changing strategies, doubling efforts, or employing other techniques.
Uses appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at Thomson Reuters customer sites; communicates and interacts effectively with internal team partners to achieve goals.
Exhibits a deep knowledge of Thomson Reuters products, as well as the legal profession and the legal publishing industry: Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback/applies knowledge to practical use.
Attains sales and renewal targets and quotas on a monthly basis by both in person customer visits and meetings over the phone.
Demonstrates the use of Small Law products to the customer
Obtains and provides territory information regarding market intelligence and penetration
Confers with and assists in customer-related issues, including collections and complaints, as needed to maintain good customer relations
Completes weekly sales performance reports and completes all Salesforce.com reporting in a timely and accurate manner
Attends sales meetings and conventions as required
Minimum 5 years successful sales experience (both over the phone and field sales); Legal industry preferred.
4-year college degree or equivalent experience, JD a plus
Software as a Service Sales (SAAS) Experience a plus
Working knowledge of sales concepts, methods and techniques
Ambitious self-starter with high energy and motivation
Excellent communication skills and closing skills
Effective time management skills
Able to work from home office and travel to customer locations
Proficient in MS Office/Internet
High level of competency with regard to internet, periodical and internal prospecting.
Proficient database management skills
Ideal Candidate Profile/Success factors:
JD, legal sales experience, or SAAS experience
Consultative sales skills, specifically working with clients on a series of small sales over an extended period of time
Demonstrated success in a sales positions requiring a high activity level
Strong listening skills and ability to ask probing questions
Proficiency with sales related tools, ex. CRM systems
High level of integrity and strong understanding of sales ethics
Continuous learner, flexible and open-minded
Whats in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:
Hybrid Work Model: Weve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.
Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.
Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.
Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters caf networking.
Social Impact: Eight employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.
Purpose Driven Work: We have a superpower that weve never talked about with as much pride as we should we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The location(s) for this role include one or more of the following metro locations: Los Angeles, New York City, San Francisco, Washington, DC. The target total cash compensation range for the role in any of those locations is $200,200 - $371,800. The location(s) for this role include one or more of the following states: CA, CO, CT, IL, NV, TX, WA and/or remote. The target total cash compensation range for the role in any of those locations is $182,000 - $338,000. This is inclusive of both base pay and any target sales incentive. Pay is positioned within the range based on several factors including an individuals knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.
Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, weve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the worlds most global news services Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.
We are powered by the talents of 25,000 employees across more than 75 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.
We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.
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