Senior Sales Executive, Core Growth - MLF (KC/STL)
The Medium Law Firm Senior Sales Executive is responsible for renewing and selling Westlaw, Practical Law, CoCounsel, and a suite of innovative solutions, including our cutting-edge generative AI products, to mid-sized law firms within an assigned territory. This individual will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts. This is accomplished through an in-depth understanding of West's evolving product portfolio, especially our AI-powered legal solutions, along with sales techniques appropriate for a long sales cycle and a keen insight into the evolving needs of the legal profession in order to bundle comprehensive information and technology solutions to meet broad firm needs.
About the Role
In this opportunity as a Senior Sales Executive, you will be responsible for:
Driving Results: Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel; Support in developing and executing territory growth strategies
Closing: Prospect new customers, validate their needs, shape product plans and drive deals to close
Relationship Management: Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals
Product Proposition: Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close
Reporting: Utilize an automated and insight-driven Salesforce workflow to progress deals; KPI's include: Nurturing opportunities and moving more complex sales to close, i.e. New logo sales and existing ‘non-named’ account incremental sales
Client & Market Intelligence: Understand specific customer archetypes and needs which are most prevalent within the sub-segment and territory
About You
You’re a fit for the role ofSenior Sales Executive if your background includes:
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 skills and closing skills
Effective time management skills
Able to work from home office and travel to customer locations
Proficient in MS Office products
Working knowledge of West products, experience selling into large law accounts, and 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
What’s in it For You?
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally 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.
About Us
Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. 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 the unique backgrounds, perspectives, and experiences of all employees to deliver on our business 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 Employer providing a drug-free workplace.
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