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EMEA Account Manager – ONESOURCE Direct Tax Solutions

Thomson Reuters Sales 11/24/2017 5:54:39 AM London, United Kingdom
Job Description

Business Unit: Tax and Accounting

The Tax & Accounting business of Thomson Reuters is the leading provider of technology and information solutions, as well as integrated tax compliance software and services to accounting, tax and corporate finance professionals in accounting firms, corporations, law firms and government. Headquartered in New York, Tax & Accounting has major operations in Ann Arbor, Dallas, Hyderabad, London, Sydney, and Toronto.

Position Title: EMEA Account Manager – ONESOURCE Direct Tax Solutions.

Role Summary:

The primary focus of this role is to grow and manage a defined territory of Tax and Accounting’s customers within the EMEA Corporate Market segment.  As a key member of the EMEA sales team you will be proactively managing and building pipeline within national and multinational companies targeting Greenfield business for new logo’s and a territory of existing customers to achieve up-sell and cross-sell of new products.  Our largest, strategically important high profile client relationships with complex solutions, requirements and revenue targets. Working with new business teams to drive adoption of new solutions as well as with client service managers to manage a client portfolio of existing business. The role will form part of the EMEA Direct Tax Sales Team working with clients ranging from the mid-market to large multi-national organizations, predominantly based in the UK & Ireland with scope into some European countries, who have long term and significant relationships with Thomson Reuters Tax & Accounting.  The role will be office based but with significant face to face client interaction.

ONESOURCE:

ONESOURCE is designed to provide tax software solutions for multinational corporations and Accounting professionals. ONESOURCE solutions cover a broad range of taxes including Direct Tax Compliance and reporting, Indirect Tax determination and Compliance, Tax Planning and Workflow Management. (www.onesource.thomsonreuters.com/regions/emea).

Major Responsibilities / Accountabilities:

  • Identify sales opportunities and solutions through detailed assessment of customer needs specifically within the Direct Tax solution work stream.
  • Think strategically and proactively look for innovative and commercially sound opportunities which are a ‘win win’ for the customer and the company.
  • Drive successful execution of deals and negotiations with multiple decision makers both internally and within target prospect organisations.
  • Establish and maintain a clear understanding of the customer’s needs within the territory and communicate this to the relevant internal teams to improve service, products, solutions and ultimately grow revenue.
  • Implement and maintain account plans and strategies to penetrate, grow and defend Tax & Accounting’s presence in the territory accounts.
  • Ensure business targets are exceeded and where necessary anticipate variance discrepancies and prescribe remedies in order to rectify the situation.
  • Provide regular updates to sales manager on the plans and status of the key accounts with regular feedback regarding target and actual sales figures and sales performance.
  • Execute a  clear strategy for removing competitors from within territory accounts.
  • Display and demonstrate new and existing products and services using persuasive and appropriately pitched presentations.
  • Identify and build relationships with key ‘stakeholders’ within the territory accounts, to include, Head of Tax, Tax Director, Tax Manager, Finance Director CFO & IT.
  • Identify key decision makers and influencers at each account and routinely communicate with them.
  • Collaborate with the Sales Manager and Marketing Team to share insights and intelligence from Key Accounts to inform go-to-market initiatives as well as obtaining case studies and references and securing joint speaking opportunities at user conferences, industry events etc.
  • Work with internal Thomson Reuters departments to ensure key accounts are being accurately billed in a timely manner and work with Client Services Manager to promptly correct any billing issues.
  • Maintain the CRM(Salesforce.com) database information on all key accounts
  • Represent the business in a professional manner and protect the company image at all times, using only ethical sales techniques.
  • Attend regular sales meetings, training events and exhibitions trade events as requested.

Scope and Impact:

The EMEA Account Manager has a key role in the expansion of the ONESOURCE suite of Direct Tax applications to national and multi-national organisations across the UK and where assigned, Europe whether they are existing customers or new to Thomson Reuters.  This role is essential to the high growth ambitions of the organisation and individually they have responsibility for target attainment in new, cross-sell and up-sell contract value.

Some travel will be required to meet clients within continental Europe and to the USA for the Tax & Accounting annual sales conference.

Key Relationships:

The EMEA Account Manager will have contact with national and multi-national organisations within the EMEA market, building relationships specifically at C-level across organisations and senior stakeholders within the tax and finance teams.  Contact will be via face to face meetings, phone calls, Webex presentations, ONESOURCE events and other sponsored marketing led events.

The EMEA Account Manager will be working very closely with the Solution Consulting, CSM, Professional Services and Legal Counsel teams and success will be dependent upon building strong internal alliances. The EMEA Account Manager will need to network through the organisation to ensure that they are working with the correct people to deliver the optimum solutions into their named accounts. Hence excellent senior stakeholder interpersonal skills are required.

Technical /Professional Skills & Competencies:

Essential Skills and Experience:

  • Experience in a business to business environment dealing with mid-cap and large Enterprise level multinational organizations that have complex local and international operations and with that complex decision making units
  • Extensive sales and account management experience managing a deal mix from simple to complex and demonstrating outstanding solution selling experience
  • Experience selling SaaS implementation projects within the tax and finance work streams within global organizations
  • Proven track record of articulating and influencing at all levels of national and multinational organisations
  • Excellent communication, networking, influencing and negotiation skills
  • Tenacity and determination to thrive in a fast-paced environment .
  • Problem Solver with imagination to structure creative solutions in line with client requirements
  • Positive attitude and results orientated
  • Detail orientated with ability to write reports with good computer literacy skills
  • Strong time management and organisational skills
  • Ability to work to tight deadlines and under pressure

Desired Skills and Experience:

  • Experience working with CRM systems such as Salesforce.com
  • Tax & Accounting knowledge would be an advantage

Education/ Certifications:

  • Bachelors Degree

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.


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To learn more about what we offer, please visit thomsonreuters.com/careers.

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



Locations
London-United Kingdom
Req #: JREQ094955
Locations: London-United Kingdom
Job Function: Sales
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