The Medium Law Firm Senior Sales Executive is responsible for selling Westlaw, Practical Law, HighQ, CoCounsel and other products to the legal community within an assigned territory.
This individual will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts.
This is accomplished through an in-depth understanding of West products, sales techniques appropriate for a long sales cycle and the needs of the legal profession in order to bundle information solutions to meet broad firm needs.
Is this your next job Read the full description below to find out, and do not hesitate to make an application.
About the Role :
In this opportunity as a Senior Sales Executive, you will :
Drive Results : Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel;
Support in developing and executing territory growth strategies.
Closing : Prospect new customers, validate their needs, shape product plans and drive deals to close.
Relationship Management : Focus on new logo acquisition and mid-contract upsell / cross-sell opportunities and renewals.
Product Proposition : Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close.
Reporting : Utilize an automated and insight-driven Salesforce workflow to progress deals; KPI's include : Nurturing opportunities and moving more complex sales to close, i.
e. New logo sales and existing 'non-named' account incremental sales.
Client & Market Intelligence : Understand specific customer archetypes and needs which are most prevalent within the sub-segment and territory.
About You :
You're a fit for the role of Senior Sales Executive if your background includes :
Minimum 5 years successful sales experience in a consultative selling environment to C-level players.
4 year college degree, or equivalent experience.
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.
Able to work from home office and travel to customer locations.
Proficient in MS Office / Internet.
Working knowledge of West products, experience selling into large law accounts, and strong knowledge and background in the legal profession and / or legal publishing industry required.
High level of competency with regard to internet, periodical and internal prospecting.
Proficient database management skills.
Able to travel as required.
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