Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right.Who We Are: Wolters Kluwer: The world is a big place, find your place here. (https://youtu.be/OZ2kSzAaXK4?si=sDgZ7DZUbMnBddMq)Legisway: Legisway Essentials Demo (youtube.com) (https://www.youtube.com/watch?v=OrSOpZTxpFw)Additional Information: Legisway | Software for legal departments, in-house lawyers | Wolters Kluwer (https://www.wolterskluwer.com/en-gb/solutions/legisway)What We Offer: This Senior Field Sales Manager role offers growth potential opportunities, as this is a newer product line and we're growing. As well as professional development, an entrepreneurial feel, an engaging team environment, the ability to work a remote schedule, and amazing benefits.What You'll be Doing:As our newest Legisway Senior Field Sales Manager, your primary responsibility will be the sales of Legisway legal information management software subscriptions and consulting services. You'll oversee the on-going account management and upselling of the Legisway customers in your assigned territory. You'll apply a consultative approach to manage opportunities within this complex and competitive sales environment. You have the opportunity to effectively position the benefits and value of this tool, as well as demonstrate the functionality both via WebEx/MS Teams and in-person at trade shows and events. The ideal candidate is someone looking for an entrepreneurial feel, is highly motivated, competitive and not afraid of the hunt. Someone that prefers to navigate the entire sales process, from start to finish, run their own demos, build a strong and lasting relationship with clients, and be their continued subject matter expert.Legisway allows our clients the ability to take control their legal information & accelerate business performance with an all-in-one legal management software from Wolters Kluwer. Unlike point solutions that only address a single need - like contract, entity or claim management - Legisway covers end-to-end legal department needs (corporate, claims, IP, Data Privacy, and so much more!). Legisway is used by legal departments of all sizes to boost efficiency, increase collaboration across the business, and enable business growth.Key Tasks:
Understand the competitive marketplace and alternatives that our customers have as well as their status quo
Thoroughly understand customer (general counsel’s) workflow and how our solutions can benefit them
Thoroughly understand Legisway’s Legal Management platform and solutions and our value proposition
Close sales and achieve assigned quotas
Maintain and expand database of customers within assigned territory
Research accounts and identify key players and influence to generate interest
Effectively follow our defined sales process
Provide timely and accurate sales forecasting
Maintain and update information in Salesforce.com including activities, demos, and pipeline management
Participate in trade shows as requested
Submit timely reports as requested by the Sales Manager and/or Executive Management
Contribute ideas and best practices to other members of the sales team
Provide fast and thorough follow-up on inquiries from customers and prospects by phone or e-mail
Consistent utilization of our Tech Stack (SFDC, Chorus, OutReach, ZoomInfo) to prospect, manage a sales pipeline and develop
Support team, Business Unit, and corporate goals and objectives
Perform various ad hoc duties as requested by Sales Manager
You're a Great Fit if You Have/Can:
Bachelor’s degree in business or related field from an accredited college/university ; OR if no degree, 5 years of B2B software sales experience
3+ years of proven over-quota software sales experience
Proven ability to sell on value rather than just functionality
Strong phone presence
An accomplished track record of selling multi-level to business, technical and IT people
Experience with building and maintaining relationships at the “C” and “VP” levels
Knowledge of and experience in the corporate legal space preferred.
Excellent verbal and written communication skills
Excellent organization, planning and presentation skills
Strong time management skills – ability to prioritize and manage time effectively
Proficiency with corporate productivity and web presentation tools and CRM (Microsoft Office Products, Outreach, ZoomInfo, Gong, and Salesforce.com)
Ability to travel 20%
Motivated self-starter
Strong sales ability and experience with a software sales cycle
Detail oriented with strong analytical, time management and problem-solving skills
Ability to collaborate and work well in a team environment
Enthusiasm and eagerness to learn
Consulting mentality—extracting insights from very complex and/or limited information to make a recommendation to stakeholders
Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work
Demonstrated learning agility - capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive ‘can do’ attitude and approach to problem solving
Innovative mindset; willingness to try creative and different ways of meeting sales goals
Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations
Speak French
Worked with clients in Canada
About the Team:We are an incredibly supportive team that truly enjoys what we do and who we do it with. We play a key role within WK and assist in driving the daily success. If you have a passion for making a true difference within an organization, while working alongside a genuinely caring and supportive team, we highly encourage you to apply. #BethedifferenceAdditional Information:Wolters Kluwer offers great benefits and programs to help meet your needs and balance your work and personal life, including Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave . Full details of our benefits are available at https://www.mywolterskluwerbenefits.com/index.htmlDiversity Matters: Wolters Kluwer strives for an inclusive company culture in which we attract, develop, and retain diverse talent to achieve our strategy. As a global company, having a diverse workforce is of the utmost importance. We've been recognized by employees as a European Diversity Leader in the Financial Times, as one of Forbes America’s Best Employers for Diversity in 2022, 2021 and 2020 and as one of Forbes America’s Best Employers for Women in 2021, 2020, 2019 and 2018. In 2020, we placed third in the Female Board Index, and were recognized by the European Women on Boards Gender Diversity Index. Wolters Kluwer and all of our subsidiaries, divisions and customer/departments is an Equal Opportunity / Affirmative Action employer.The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They’re not intended to be an exhaustive list of all duties and responsibilities and requirements.Compensation:Target salary range CA, CT, CO, Hi, NY, WA: $74,550-$103,200This role is eligible for Commission.Additional Information :Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
