Senior Client Executive, GLLF

The Global Large Law Firm Senior Client Executive is responsible for leading a team that will nurture opportunities and move our most complex renewals to close, both for existing ‘non-named’ account renewals and incremental sales (upsell).

About the Role:

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

• Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel

• Validate customer needs, shape product plans and drive deals to close

• Be expected to schedule an average of 8-10 virtual and in-person appointments per week that move the ball forward

• Supports in developing and executing territory growth strategies

• Possess core knowledge across products within the subsegment, and engages Sales Specialists where deep product expertise is required to drive to close

• Understand macro and micro market trends, customer challenges, organizational structure and how decisions are made; create monthly product engagement data analysis, with a plan to expand; maintain relationship with key stakeholders for Westlaw, Practical Law and HighQ

• Understand specific customer archetypes and needs which are most prevalent within the subsegment and territory

• Focus on driving retention and achieving renewal targets by engaging existing customers during the renewal window

• Utilize an automated and insight-driven Salesforce workflow to progress deals

About You:

You're a fit for the Senior Client Executive role if your background includes:

• 5-7 years’ experience with successful sales in Business to Business marketplace

• Sales/Client Retention experience, preferably in the legal market

• Experience with product training and professional development

Our ideal candidate will also possess:

• Adept at forecasting monthly goals

• Excellent knowledge and understanding of products and services for the Global Large Law/Large Law Channel. Strong understanding of the market and become a thought leader in this space

• A strong understanding of the law firm’s overall business; ability to listen effectively and obtain necessary information on law firms and create/maintain strategic connections with clients

• Ability to utilize appropriate interpersonal styles to establish effective relationships with employees, customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one’s intentions

• Strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties

• Excellent time management and organizational skills

• Excellent communication skills: verbal, written and presentation

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:

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• 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: 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 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 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.

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