The Strategic Account Executive (SAE) is an integral member of the Large Law Firm organization and is responsible for managing the relationship for a set of key strategic customers, including those from the Am Law 100. This role, along with their small team of Client Managers and Client Representatives, will focus on partnering with these unique clients to drive retention and growth to impact overall sales and revenue. The SAE leverages in-depth industry knowledge and a consultative approach to grow relationships with these firms and meet our customers’ needs.
Large Law Firm Sales
Key Skills, Knowledge and Abilities
Own and manage the Thomson Reuters Legal-wide relationship for assigned key accounts. Align collective resources of Thomson Reuters Legal business to build long-term business relationships, grow revenue, drive retention, and increase the TR Legal product footprint.
Collaborate effectively across TR Legal and more broadly within TR to develop the account strategy for each assigned firm, agree on prioritization of opportunities with relevant sales and account management colleagues and take responsibility for driving progress on the account strategy within the firm, coordinating relevant touchpoints and acting as the point of coordination across TR.
Demonstrate strong negotiation skills focusing on the Legal value proposition, identify opportunities to create needs and competitive solutions across the Legal product bag. Meet and exceed monthly, quarterly and annual goals.
Lead small team of Client Managers and Client Representatives to execute against account strategies designed to connect customer needs and TR Legal capabilities. Provide coaching and development to help achieve their monthly, quarterly and annual goals.
Build trusted advisor relationships with executives and decision makers at assigned firms; responsible for creating win-win solutions and outcomes to further customer engagement and loyalty. Builds credibility through strong understanding of the firms’ strategy and needs, and bringing solutions to address those needs; builds partnerships; uses appropriate interpersonal styles to establish effective relationships.
Anticipate and proactively identify opportunities to leverage existing Legal products and service portfolio as well as the broader TR products and services available to deliver additional value.
Respond to questions, concerns and requests from executives and key decision makers.
Exhibits a deep knowledge of Thomson Reuters’ Legal products and the legal profession. Relishes ongoing learning, assimilates new information quickly and applies knowledge to practical use on the job.
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