Sales Specialist – Software Solutions
Thomson Reuters
Amsterdam, Netherlands
14 dagen geleden

This is a new business role focusing on selling Thomson Reuters legal software solutions into law firms across Continental Europe.

The role will initially focus on prospecting and closing new strategic clients working alongside the relevant relationship managers where appropriate.

The role will be based in one of the following TR locations’ (Zug or Amsterdam) with the requirement for significant European travel as required to support larger sales opportunities and attend conferences and events.

  • You will establish and develop a strategy for identifying and closing new Contract Express software and services sales opportunities with prospects working in collaboration with the account management teams across Thomson Reuters (plus other software as required)
  • The incumbent of this role will engage effectively with CX level contacts in order to demonstrate the and sell the value and benefits of the solution to law firms
  • Manage complex sales-cycles and present to Managing Partners, CIO, IT Sourcing and C-level executives the value of the solutions
  • Interface at all levels of the target organisations, including IT architects, IT security, Procurement and senior executives
  • Collaborate and lead successful execution of sales activities with internal cross-functional teams, with senior management and corporate counsel, through contract negotiation and signed contracts
  • Work with the wider solutions team (Customer Success and Professional Services) in order to deliver compelling client centric presentations and demonstrations
  • Working collaboratively with the wider team to manage response to tenders / RFI’s and ensue resource is marshalled accordingly
  • Work with the technical delivery team to ensure solutions are delivered to client’s expectations
  • Work in CRM environment throughout deal progression and achieve KPI targets to build a robust sales pipeline in order to achieve new business sales growth in line with set objectives and targets
  • Provide timely and accurate forecast to the exec on a weekly / monthly basis
  • Must be capable of traveling throughout the European region to support / drive sales process and activity
  • Multi-lingual, fluent in English plus one other language preferably either German, French or Dutch plus a firm understanding of global selling experience
  • Demonstrable track record of consistent over achievement in past sales roles and at least 8 years’ experience successfully selling complex SaaS software solutions and closing multiyear deals in excess of $500k preferably into the legal sector
  • Extensive solutions sales experience utilising methods such as Miller Heiman, TAS, SPIN,
  • Excellent consultative sales skills in defining need analysis, qualification and presenting value proposition to potential clients
  • Strong presentation skills; both face to face and remotely
  • Proficient computer skills including MS Office & Outlook
  • Experience and success working in targeted and KPI driven sales environment
  • Proficient in all elements of sales process across client acquisition utilising CRM (Salesforce.com) track and manage pipeline
  • Excellent opportunity qualification, client needs analysis and negotiation skills
  • Strong Technical capability with the ability to clearly articulate the benefits of document automation solutions
  • Proven ability to work collaboratively, in harmony with Account Managers who own customer relationships and other stakeholders in the business
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