Mid-law Senior Sales Executive

Profile

Senior Sales Executive, Mid-law
The candidate will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts. 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. Prospect new customers, validate their needs, shape product plans and drive deals to close. Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals. Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close. 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. Understand specific customer archetypes and needs which are most prevalent within the sub-segment and territory. Four year college degree is required. Law degree is preferred. Should have 5+ years successful sales experience in a consultative selling environment to C-level players. 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 is required.

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