Sales (GRC) Job
Thomson Reuters
Date: Jun 20, 2013
Location: ,
Title:Sales (GRC)
ID:SAL00008012
Description
Sales (GRC)
Governance, Risk & Compliance is a fast-growing Thomson Reuters business. It focuses on connecting our customers' business to the ever ever-changing regulatory environment, with client groups including compliance, audit, legal and risk functions in financial services, law firms, accounting firms, regulators, insurance, energy and other industries undergoing regulatory change. The global business has over 1250 employees located in major locations across 15 countries, including London, New York, Washington DC, Minnesota, Dubai, Cape Town, Penang, Singapore and Sydney. Industry expectations are that governance, risk and compliance market will grow rapidly worldwide over the next few years, and this business unit positions Thomson Reuters very strongly to take advantage of these increasing opportunities. The business is expected to grow at double digits over the next 5 years.
The Governance, Risk & Compliance unit works with teams across Thomson Reuters to leverage the full capabilities of the business.
PRIMARY OBJECTIVES:
The Account Director is responsible for leading the customer/prospect strategy and owns the commercial relationship within an assigned territory. The Account Director is expected to achieve sales goals by uncovering and closing new business with both current customers and prospects. Key focus areas will include opportunity identification, relationship management, sales execution, and effective internal communication. In addition, they will be responsible for the maintenance of a robust pipeline with predictable long term success.
POSITION SUMMARY:
- This is a primary sales representative role that will work the entire product portfolio and manage the assigned accounts of existing as well as new clients.
- The primary function for this role is top down relationship building and product line sales into the accounts.
- Develop and foster strong relations within the Law Firm and corporate accounts.
- Reinforce Governance, Risk and Compliance sales goals and strategies by:
- Driving sales revenue through the acquisition of new accounts.
- Driving revenue through the leverage of existing clients and accounts.
- Utilize firm contacts and internal/external relationships to accelerate new and add-on sales.
- Attain sales quota on a monthly, quarterly and annual basis.
KEY RESPONSIBILITIES:
- Research customer needs and develop application of entire products and services in an effective manner.
- Determining market strategies and goals based upon potential customers for territory.
- Leveraging Domain Knowledge and other market research to determine customer needs and providing information to create winning sales strategies.
- Evaluating product and service marketability in terms of customers' technical needs.
- Following up on sales leads and developing leads.
- Maintain up-to-date understanding of industry trends and technical developments that affect target markets.
- Establish and maintain Industry as well as other business segment contacts that lead to sales.
- Working with sales support and staff to design compelling sales presentations and demonstrations as validation and confirmation with the prospect to ensure consistent sales performance.
- Develop and deliver sales presentations to close sales in a professional and effective manner by:
- Developing sales and marketing proposals for customers on LDS products and services
- Making presentations and developing relationships with end users and decision makers.
- Maintaining up-to-date awareness of activities, industry trends and government regulations
- Developing Mutual Action and Close Plans to negotiate and finalize contracts.
- Participate in sales forecasting and planning in an effective manner by:
- Researching, developing, and maintaining short and long range sales and marketing plans.
- Maintaining an up-to-date awareness for strategic plans and procedures to coordinate market plans.
- Monitoring, analyzing, and communicating sales data, via salesforce.com to contribute to product/service planning.
- Accurate 90-day forecast updated weekly; 30 days within 10%, 60 days within 20%, 90 days within 30%.
- Ensure 100% of CRM and/or reporting policies requested by Business Segment Sales Management and/or Sales Excellence Team.
- Develop and maintain communication in a cooperative and professional manner with all levels of staff and customers
- Communicating openly, honestly and constructively
- Treating all employees and customers with dignity, respect and courtesy
- Taking responsibility for and making every effort to resolve communication, trust and respect concerns and problems.
- Asking for information needed to perform job responsibilities.
DIMENSIONS OF THE ROLE:
- Identify appropriate contacts, qualify and drive opportunities through the sales pipeline.
- Drive targeted campaigns and activities to generate sales opportunities in the assigned territory.
- Respond to requests from customers for information and completing RFPs.
- Travel to customer sites as needed to close opportunities and meet with key contacts.
- Utilize the information and tools provided by marketing and sales staff to become an expert in the GRC Industry.
- Evaluate the prospect's needs to develop and execute an optimal sales strategy and proposal that is priced to value that drives business growth and differentiates our solution while creating obstacles and challenges for our competition along the way.
- Prepare quarterly or annual Territory Reviews for strategic accounts based upon short and long term goals.
- Able to work hours outside the normal business hours on occasion.
KEY RELATIONSHIPS/INTERACTIONS:
- Research customer needs and develop application of overall products and services in an effective manner.
- Participate in sales forecasting and planning in an effective manner
- Develop territory plans, account strategies, as well as mutual action and close plans.
- Facilitate contractual negotiations and closure with prospects
- Develop and maintain communication in cooperative and professional manner with all levels of staff and customers
At Thomson Reuters, we deliver intelligent information quickly and efficiently, so professionals have knowledge to act. We combine industry expertise with innovative technology to deliver critical information to leading decision makers in the financial, legal, tax and accounting, intellectual property and scientific, healthcare, and media markets, powered by the world's most trusted news organization.
Qualifications
KNOWLEDGE, SKILLS, & EXPERIENCE:
- 4 year college degree or equivalent experience
- Excellent communication and interpersonal skills
- Ability and willingness to travel 25% to 75% of the time based on territory
- Demonstrated success working within virtual teams
- Ability to sense and relate observations to business opportunity
- 8+ years of sales experience in software or professional services
- Ability to facilitate and lead internal and external meetings
- Ability to effectively manage time, resources, and interface with various internal and external departments
- Experience meeting with partners at law firms and "C" level execs within corporations
- Working knowledge of solution selling methodology processes and procedures
- Legal information/software and Sales industry 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 over 55,000 colleagues 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, gender, national origin, religion, sexual orientation, disability, age, or any other protected classification under country or local law. Thomson Reuters is an Equal Employment Opportunity/Affirmative Action Employer.
Intrigued by a challenge as large and fascinating as the world itself? Come join us.
To learn more about what we offer, please visit
careers.thomsonreuters.com
.
More information about Thomson Reuters can be found on
thomsonreuters.com
.
According to the U.S. Citizenship and Immigration Services (USCIS), the H-1B visa cap has been met for the 2012 fiscal year (October 1, 2011-September 30, 2012).
Job: Sales
Primary Location: ,
Other Locations:
Organization: F&R GRC Global Sales
Schedule: Full-time
Education Level:
Job Type: Standard
Shift: Day Job
Travel:
ID:SAL00008012
Description
Sales (GRC)
Governance, Risk & Compliance is a fast-growing Thomson Reuters business. It focuses on connecting our customers' business to the ever ever-changing regulatory environment, with client groups including compliance, audit, legal and risk functions in financial services, law firms, accounting firms, regulators, insurance, energy and other industries undergoing regulatory change. The global business has over 1250 employees located in major locations across 15 countries, including London, New York, Washington DC, Minnesota, Dubai, Cape Town, Penang, Singapore and Sydney. Industry expectations are that governance, risk and compliance market will grow rapidly worldwide over the next few years, and this business unit positions Thomson Reuters very strongly to take advantage of these increasing opportunities. The business is expected to grow at double digits over the next 5 years.
The Governance, Risk & Compliance unit works with teams across Thomson Reuters to leverage the full capabilities of the business.
PRIMARY OBJECTIVES:
The Account Director is responsible for leading the customer/prospect strategy and owns the commercial relationship within an assigned territory. The Account Director is expected to achieve sales goals by uncovering and closing new business with both current customers and prospects. Key focus areas will include opportunity identification, relationship management, sales execution, and effective internal communication. In addition, they will be responsible for the maintenance of a robust pipeline with predictable long term success.
POSITION SUMMARY:
- This is a primary sales representative role that will work the entire product portfolio and manage the assigned accounts of existing as well as new clients.
- The primary function for this role is top down relationship building and product line sales into the accounts.
- Develop and foster strong relations within the Law Firm and corporate accounts.
- Reinforce Governance, Risk and Compliance sales goals and strategies by:
- Driving sales revenue through the acquisition of new accounts.
- Driving revenue through the leverage of existing clients and accounts.
- Utilize firm contacts and internal/external relationships to accelerate new and add-on sales.
- Attain sales quota on a monthly, quarterly and annual basis.
KEY RESPONSIBILITIES:
- Research customer needs and develop application of entire products and services in an effective manner.
- Determining market strategies and goals based upon potential customers for territory.
- Leveraging Domain Knowledge and other market research to determine customer needs and providing information to create winning sales strategies.
- Evaluating product and service marketability in terms of customers' technical needs.
- Following up on sales leads and developing leads.
- Maintain up-to-date understanding of industry trends and technical developments that affect target markets.
- Establish and maintain Industry as well as other business segment contacts that lead to sales.
- Working with sales support and staff to design compelling sales presentations and demonstrations as validation and confirmation with the prospect to ensure consistent sales performance.
- Develop and deliver sales presentations to close sales in a professional and effective manner by:
- Developing sales and marketing proposals for customers on LDS products and services
- Making presentations and developing relationships with end users and decision makers.
- Maintaining up-to-date awareness of activities, industry trends and government regulations
- Developing Mutual Action and Close Plans to negotiate and finalize contracts.
- Participate in sales forecasting and planning in an effective manner by:
- Researching, developing, and maintaining short and long range sales and marketing plans.
- Maintaining an up-to-date awareness for strategic plans and procedures to coordinate market plans.
- Monitoring, analyzing, and communicating sales data, via salesforce.com to contribute to product/service planning.
- Accurate 90-day forecast updated weekly; 30 days within 10%, 60 days within 20%, 90 days within 30%.
- Ensure 100% of CRM and/or reporting policies requested by Business Segment Sales Management and/or Sales Excellence Team.
- Develop and maintain communication in a cooperative and professional manner with all levels of staff and customers
- Communicating openly, honestly and constructively
- Treating all employees and customers with dignity, respect and courtesy
- Taking responsibility for and making every effort to resolve communication, trust and respect concerns and problems.
- Asking for information needed to perform job responsibilities.
DIMENSIONS OF THE ROLE:
- Identify appropriate contacts, qualify and drive opportunities through the sales pipeline.
- Drive targeted campaigns and activities to generate sales opportunities in the assigned territory.
- Respond to requests from customers for information and completing RFPs.
- Travel to customer sites as needed to close opportunities and meet with key contacts.
- Utilize the information and tools provided by marketing and sales staff to become an expert in the GRC Industry.
- Evaluate the prospect's needs to develop and execute an optimal sales strategy and proposal that is priced to value that drives business growth and differentiates our solution while creating obstacles and challenges for our competition along the way.
- Prepare quarterly or annual Territory Reviews for strategic accounts based upon short and long term goals.
- Able to work hours outside the normal business hours on occasion.
KEY RELATIONSHIPS/INTERACTIONS:
- Research customer needs and develop application of overall products and services in an effective manner.
- Participate in sales forecasting and planning in an effective manner
- Develop territory plans, account strategies, as well as mutual action and close plans.
- Facilitate contractual negotiations and closure with prospects
- Develop and maintain communication in cooperative and professional manner with all levels of staff and customers
At Thomson Reuters, we deliver intelligent information quickly and efficiently, so professionals have knowledge to act. We combine industry expertise with innovative technology to deliver critical information to leading decision makers in the financial, legal, tax and accounting, intellectual property and scientific, healthcare, and media markets, powered by the world's most trusted news organization.
Qualifications
KNOWLEDGE, SKILLS, & EXPERIENCE:
- 4 year college degree or equivalent experience
- Excellent communication and interpersonal skills
- Ability and willingness to travel 25% to 75% of the time based on territory
- Demonstrated success working within virtual teams
- Ability to sense and relate observations to business opportunity
- 8+ years of sales experience in software or professional services
- Ability to facilitate and lead internal and external meetings
- Ability to effectively manage time, resources, and interface with various internal and external departments
- Experience meeting with partners at law firms and "C" level execs within corporations
- Working knowledge of solution selling methodology processes and procedures
- Legal information/software and Sales industry 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 over 55,000 colleagues 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, gender, national origin, religion, sexual orientation, disability, age, or any other protected classification under country or local law. Thomson Reuters is an Equal Employment Opportunity/Affirmative Action Employer.
Intrigued by a challenge as large and fascinating as the world itself? Come join us.
To learn more about what we offer, please visit
careers.thomsonreuters.com
.
More information about Thomson Reuters can be found on
thomsonreuters.com
.
According to the U.S. Citizenship and Immigration Services (USCIS), the H-1B visa cap has been met for the 2012 fiscal year (October 1, 2011-September 30, 2012).
Job: Sales
Primary Location: ,
Other Locations:
Organization: F&R GRC Global Sales
Schedule: Full-time
Education Level:
Job Type: Standard
Shift: Day Job
Travel:
Job Segments: Sales, Outside Sales, Research, Law, Compliance, Legal