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Director, Digital Sales

Thomson Reuters Business Operations 3/7/2018 5:26:05 PM Eagan, MN United States of America
Job Description


  • Identify concrete improvement levers, design optimal transformation approaches and implement compelling channel framework and process recommendations to improve Sales and Customer Support (SCS) digital sales and overall go-to-market customer experience model
  • Enhance sales, retention and revenue performance across US Legal


Works with the SCS Executive Management Team to define and implement digital channel strategy Represent SCS Digital Experience strategies (demand generation, trials, new sales, renewals, up/cross-sell, on-boarding, training, support, etc.) to ensure development expense prioritization so as to drive consistent application across the enterprise while generating optimal sales, renewals and revenue Diagnose current performance of sales related KPIs (e.g. sales, renewals, retention, revenue, product trials, coverage, x-sell, on-boarding, training, touch-point models, client satisfaction, service level agreements) for Digital, Field and Inside Channels and identify improvement levers Provide guidance by identifying industry and TR leading digital practices and cascading go to market processes across the greater SCS organization Assess performance of existing distribution models and derive implication of transformations through a digital first, customer-centric approach Develop and execute a SCS digital channel effectiveness framework to support strategic objectives Design target operating models, roles and responsibilities for distribution related resources (e.g.  Digital, Field, Inside, Multi/Omni) Partner with TR Sales Strategy and Enablement Office to benchmark, develop and deploy best in class digital/omni go to market workflow and processes (the TR Way standards) Ensure SCS channel effectiveness tactics (territory composition, coverage models, customer : rep ratios, campaigns, leads, trials, on-boarding, training, usage, renewals, saves, activities, webinars, social selling, sales development) are scaled, resourced, timely and operational Rationalize coverage models to ensure standardization, simplification, coordination and completeness.  (Digital, Generalists, Product Specialists, Sales Specialists, Client Representatives, Client Managers) Evolve coverage models to optimize penetration (Customers, Prospects, Products, Campaigns, Programs) Gain efficiency and financial benefit (Resources, Cost, Utilization) through improved alignment of digital and traditional channel roles and motions  Enable SCS technologies (Adobe Experience Manager, SFDC, Apttus, DocuSign, Eloqua, Calabrio, WebEx, Glance, TimeTrade, LinkdIn, Call Miner, Etc.) Build, monitor, analyze and refine digital channel effectiveness dashboards and reporting to ensure execution (coverage, usage, campaigns, etc.) across the SCS enterprise Partner with SCS Leadership and TR Business Partners (Marketing, Product, Training and Education Development, Human Resources, Operations and Technology) Suggest changes and solutions in policy and procedures when necessary Assume other responsibilities as required or requested by SCS Leadership



  • BA degree in marketing, sales, business or related field required
  • MBA Preferred

Knowledge and Skills

  • Experience working in or directly supporting Sales and Client Management
  • End to End Digital Customer Experience (Demand Generation, Commerce and Support)
  • Excellent verbal and written communication skills
  • Ability to interact effectively with a professional client base
  • Strong attention to detail
  • Ability to recognize and suggest process improvements within assigned area of responsibility
  • Good problem solving skills
  • Professional attitude and integrity
  • Ability to work in a fast-paced, changing environment
  • Ability to work independently and as part of a team
  • Computer proficiency in microsoft office,, E-mail managemet tools and aptitude for internal business systems

Previous Experience

  • 10+ year of progressive responsibility working in a sales, client management, channel effectiveness, or project/operations role supporting customer facing teams
  • Legal experience or comparable business experience preferred

At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one - collaborating to reach shared goals, and developing through challenging and meaningful experiences. With more than 45,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.

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 country or local law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

Intrigued by a challenge as large and fascinating as the world itself? Come join us.

To learn more about what we offer, please visit

More information about Thomson Reuters can be found on

Eagan-Minnesota-United States of America
Req #: JREQ100206
Locations: Eagan-Minnesota-United States of America
Job Function: Business Operations
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