Account Executive/ Senior Field Sales Executive

Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right.

Who We Are: Wolters Kluwer: The world is a big place, find your place here.

What We Offer:  

The Senior Field Sales Executive role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule, and amazing benefits.

What You'll be Doing:

The Senior Field Sales Executive is a quota-carrying team member responsible for selling a set of offerings to their book of law firm accounts. Assigned to a specific set of accounts, the Senior Field Sales Executive will drive new sales and increased spend, both within existing accounts. The Senior Field Sales Executive is responsible for working directly with customers to understand their needs, identify relevant products to address these needs, communicate the value proposition of such products, and facilitate all activities to complete a deal. The Senior Field Sales Executives are accountable to achieve quota, adhere to defined processes and policies, and develop or maintain customer relationships. The law firm accounts you will work with are located primarily in MD, DC, and VA. The ideal candidate will be located in this geographical territory, as you will be client-facing every week.

Key Tasks: 

• Identify sales opportunities within an assigned territory and bring to close while achieving individual monthly and annual sales quotas
• Develop a knowledge of business product and service lines
• Maintain market and customer knowledge to stay informed about trends and developments within the business support industry
• Establish industry contacts and relationships for partnering opportunities to improve revenue performance
• Develop a broad understanding of main competition and explain how the business can maintain a competitive advantage over these competitors through account planning and knowledge sharing
• Schedule meetings account reviews with C-suite decision makers
• Build a pipeline and territory, while contributing to a team, developing excellent and long-standing client relationships, and meeting monthly/annual sales goals
• Cross-sell and upsell assigned accounts other CT products and services
• Resolve customer issues for successful resolution
• Maintain accurate customer and sales pipeline data in CT's CRM system SalesForce.com Build relationship and close sales by traveling and visiting clients at client locations, trade shows and seminars

You're a Great Fit if You Have/Can:  

• Bachelor’s Degree required
• Preferred: Legal education/JD and/or industry professional certification
• 7 years of direct B2B sales experience with a proven track record of meeting and exceeding sales targets
• Experience selling into the legal industry
• Industry experience and customer contacts; build or elevate brand presence in the specialty lending industry (e.g., on boards, relationships with associations)
• Experience using Salesforce.com as CRM
• Strong interpersonal skills with an emphasis on relationship building
• Cross-sell offerings across platforms with support from additional sales teams
• Apply consultative selling approach to identify and recommend products to fit customer needs
• Accomplished negotiation skills and able to navigate complex purchasing processes
• Drive, conscientiousness, and perseverance to conduct outbound sales contacts daily
• Communicate effectively in both face-to-face and virtual selling environments with senior executive stakeholders
• Sales experience and understanding of the lead-to-order process within lending or compliance industries
• Team effectively with other internal teams including Technical Sales, Customer Success, Sales Support, Finance, and Legal stakeholders
• Passion and ability to learn new law firm offerings quickly
• Highly goal oriented, focused on achieving / exceeding expected results
• Stay organized and manage multiple priorities at once across multiple customer accounts

We are an incredibly supportive team that truly enjoys what we do and who we do it with. We play a key role within WK and assist in driving the daily success. If you have a passion for making a true difference within an organization, while working alongside a genuinely caring and suppor