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Sell Practical Law, Westlaw, and other Company legal solutions and workflow tools to net new customers in the in-house legal, intellectual property, and compliance departments of corporations.
Candidate must reside in sales territory which currently comprises [name the area/territory].
Consistently meet or exceed new sales quota of Westlaw, Practical Law, and other Company legal solutions.
Demonstrate, sell and build pipeline across the whole product bag.
Conduct at least 8-10 new first demonstrations per month via onsite and WebEx meetings.
Develop and maintain an up-to-date on-going Salesforce pipeline of at least 3x quota.
Develop and leverage peer and team networks. Collaborate effectively with Sales Specialists, Business Development Representatives (BDR), and other internal and external team members.
Competencies – Skills:
New Business Prospecting: Consistently develop and maintain a high volume of new business opportunities via effective, skillful, creative, and persistent prospecting and cold-calling.
Sales Planning: Understand opportunities within assigned territory and execute sales plan to capture growth.
New Customer Sales: Tenaciously drive Westlaw, Practical Law, and legal solutions sales to new customers using effective sales strategies and techniques, consistently demonstrating effective overall business development acumen. Facilitate both shorter-term transactional sales as well as longer-term complex sales by persuading prospects to change their current approach to legal research and choose Company’s legal solutions.
Consultative Selling: Employ effective discovery techniques that uncover prospects’ perceived needs, as well as unconsidered needs, that can be solved with Company’s legal solutions.
Sales Presentation: Engage in two-way dialogue, and deliver business and industry insights to effectively tie value proposition back to discovered customer needs.
Client Relationships: Leverage knowledge of legal industry and opportunities to build trust and respect with prospective customers.
Forecasting Skills: Consistently forecast with 95% accuracy.
Team Communication: Collaborate and communicate regularly and effectively within team and across the organization.
Relationship and Influencing: Build influential relationships within an organization, including senior management.
Competencies – Culture:
Positive Attitude: Enthusiasm, high energy, passion, curiosity. Flexible and open and adaptable to change.
Commitment to People: Professional, courteous, respectful and friendly.
Collaboration/Partnership: Team oriented, generous with sharing best practices and feedback.
Customer First: Customer-centric mindset.
Integrity: Operates honestly and with high standard of ethics.
Delivering Results: Focused, organized, and able to take initiative, motivated, self-starter.
Minimum of 4-5 years direct field sales experience (sales experience in the corporate sector preferred) with exemplary track record of sales quota overachievement.
4-year college degree required, Law degree or MBA is a plus.
Able to work from home office and travel to customer locations 25% to 50% of the time.
Experienced in Company website and Microsoft Office.
Must exhibit a passion for sales, customer service, and the legal industry.
At Company, 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 25,000 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. Company is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.
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