Senior Sales Executive, MLF (Tampa, FL)

Remote but must reside in the Northern Florida.

The Medium Law Firm Senior Sales Executive is responsible for selling Westlaw, Practical Law, HighQ, CoCounsel and other products to the legal community 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 products, sales techniques appropriate for a long sales cycle and the needs of the legal profession in order to bundle information solutions to meet broad firm needs.
 

About the Role:

In this opportunity as a Senior Sales Executive, you will:

• Drive 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 of Senior 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/Internet 

• 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 

• Able to travel as required

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What's 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:

• Wellbeing: 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.

• Culture: 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 café networking.

• Social Impact: Ten 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 we’ve 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