Account Executive Mlf

Profile

Account Executive, MLF (
The candidate will sell Westlaw, Practical Law, HighQ and other products to the legal community within an assigned territory. 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 of sales experience in a consultative selling environment to C-level players.

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