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Account Executive, Inside - Open Coverage

Thomson Reuters Sales 11/14/2017 4:54:29 PM Eagan, MN United States of America
Job Description

Account Executive, Inside - Open Coverage

The Account Executive, Inside - Open Coverage (AE) is responsible for retaining and growing existing law firm customers and acquiring new accounts within their assigned territory in the small law firm sales channel.  Account Executives will be assigned to temporarily cover open field and inside territories that consist of law firms with 1-29 attorneys.  This 100% inside sales position requires excellent telephone presence and writing skills.  Successful Account Executives are highly motivated, possess strong prospecting skills, and business acumen to quickly develop pipeline opportunity.  Account Executives must have the ability to develop trust, perform needs analysis, and demonstrate their credibility with all account stakeholders through their knowledge of Thomson Reuters’ content products, software solutions, and legal industry knowledge.  Account Executives must tailor their presentations and product demonstrations to the unique needs of the individual customers and articulate the unique Thomson Reuters value proposition to shorten the sales cycle.

Knowledge, Skills, and Abilities
 

  • Effectively interact with customers telephonically and through email, efficiently navigate customer purchase decision making processes, and balances frequency of contact with potential for new sales. 
  • Effectively manage territory by allocating appropriate time to prioritize goals, requirements, renewal opportunities, and sales opportunities.
  • Demonstrates excellent organization to meet the demands of selling to a large customer base with dozens of active sales prospects.
  • Partner with internal account team via pre-sale demonstrations, account reviews, business reviews, renewals, and existing/new customer onboarding to achieve goals.
  • Remains realistically positive in sales situations; persists to achieve sales goals despite barriers or difficulties by changing strategies, increasing efforts, or utilizing business partners.
  • Exhibits a deep knowledge of Thomson Reuters products, the legal profession, and the legal publishing industry: Enjoys on-going, self-initiated learning; assimilates new information quickly; welcomes and applies coaching and feedback.

Responsibilities
 

  • Attains sales and renewal targets and quotas on a monthly basis through telesales.
  • Accurately forecasts monthly sales and renewal attainment through weekly pipeline and forecast meetings with Regional Manager.
  • Effectively demonstrates the unique advantages and value of Thomson Reuters products to the customer.
  • Obtains and provides territory information regarding market and competitor intelligence.
  • Confers with and assists in customer-related issues, including collections and complaints, as needed to maintain good customer relations.
  • Completes all Salesforce.com logging and reporting in a timely and accurate manner.
  • Actively participates in team and individual meetings as required by Regional Manager.

Qualifications:

  • Minimum 3-5 years successful acquisition and retention sales experience
  • 4 year college degree or equivalent experience
  • Software as a Service Sales (SAAS) Experience a plus
  • 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
  • Proficient in MS Office/Internet
  • High level of competency with regard to internet, periodical and internal prospecting
  • Proficient database management skills

Ideal Candidate Profile/Success factors:

  • Legal sales experience, or SAAS experience
  • Consultative sales skills, specifically working with clients on a series of small sales over an extended period of time
  • Demonstrated success in a sales positions requiring a high activity level
  • Strong listening skills and ability to ask probing questions
  • Proficiency with sales related tools, ex. CRM systems
  • High level of integrity and strong understanding of sales ethics
  • Continuous learner, flexible and open-minded

Thomson Reuters provides professionals with the intelligence, technology and human expertise they need to find trusted answers.  We enable professionals in the financial and risk, legal, tax and accounting, and media markets to make decisions that matter most, all powered by the world’s most trusted news organization.

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 over 45,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Bring your ambition to make a difference. We’ll bring a world of opportunities.

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 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 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 thomsonreuters.com/careers.
More information about Thomson Reuters can be found on tho

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 thomsonreuters.com/careers.

More information about Thomson Reuters can be found on thomsonreuters.com.



Locations
Eagan-Minnesota-United States of America
Req #: JREQ094317
Locations: Eagan-Minnesota-United States of America
Job Function: Sales
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