Sales Specialist - GRC Solutions
Thomson Reuters provides professionals with the intelligence, technology and human expertise they need to find trusted answers. We enable professionals in the financial and risk, legal, tax and accounting, and media markets to make the decisions that matter most, all powered by the world's most trusted news organization.
Assists with the generation of new business and ensures growth of existing accounts via knowledge of Corporate Governance, Regulatory Risk and Compliance. Understand, present and demonstrate technology, process, Data and services related to GRC products and offers solutions that meet customer needs. Researches and presents solutions showing potential customers the cost benefit of purchasing company products or services. Provides functional demonstrations to clients in the sales process and communicates customer feedback into future product developments. Uses GRC technical knowledge of product offerings to support and build sales.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
§Participate in pre-sales processes, meet with clients, present the solution and drive opportunity, contracts including statement of work and services related to GRC Solutions.
§Work closely with sales in the generation and implementation of new leads and opportunity in order to hit or exceed applicable sales and revenue targets
§Lead the pre-sales solution engagements within related sector/territories account strategies
§Provide detailed product knowledge throughout a sales engagement
§Work closely with clients in order to identify and translate their detailed requirements
§Ability to create/read/understand well defined sales documentation, including proposals, RFI's and RFP's
§Work with PS , Sales and contracts teams to be able to generate Statement of Works and Order forms
§Identify new opportunities where existing products can be extended in order to address these opportunities, and work closely with Product Teams to define, evaluate and develop their business case
§Conduct discovery meetings with prospective clients to gather requirements, translate their requirements into a solution, and present the solution to the customer.
§Analysis of Client Requirements.
§Collection and analysis of competitive requirements
§Conduct product demonstrations using knowledge of GRC proprietary products
§Completion of RFP's and RFI's including knowledgeable components of Governance, Risk, and Compliance practices
§Interface with internal associates, primarily the sales team, to consistency and accuracy of message.
§Transition customer designed solutions to post sales
§Other job related duties as assigned
§Ability to communicate complex workflow process and contents in a clear and concise manner in both verbal and written communications using proper grammar.
§Able to work hours outside the normal business hours on occasion.
§Domestic and/or International travel (50%-75%) as needed
Essential Skills Knowledge / Competencies
§Have a strong experience in the GRC Regulations, workflow process, products, services and environment with a GRC Sale provider
§Work effectively within a multi-cultural team environment and be self-motivated in order to drive and influence opportunities to close
§Effectively present and convey the value of complex solution opportunities in a manner appropriate to the audience being presented to (business owner, technical, Users, etc)
§Identify and translate client perceived or actual needs into clear solution opportunities
§Understand technical considerations of Software as a Service or installed software applications, databases, API's interface and data feeds
§Provide clear, structured and concise written documentation and proposals
§To manage multiple engagements and prioritise accordingly to ensure revenue targets are hit
§Identify and articulate a product opportunity based on a consensus of client opinion
Profile of candidate
§GRC strong expertise and knowledge
§Ability to effectively communicate and facilitate client engagements and meeting at C level.
§Ability to successfully manage time and work on several projects at once
§Ability to work independently with minimal supervision
§Ability to remain up-to-date on related changes in legislation
§Ability to travel 50-75%
§5 to 8 years sales and pre-sales experiences with a Governance, Risk, Compliance, solutions with solutions and services provider
§RFP and RFI experience
§Working knowledge of standard concepts, practices, and procedures related to sales and pre-sales
§General understanding of software applications and technology
§Enterprise Application Software sales experience preferred.
§Polished interpersonal and communication skills
§Fluent in Arabic and English (Spoken, writing, reading )
§Minimum Bachelor's Degree or equivalent required
§GRC services and software experience is a must
§Pre-Sales Experience is a must
At Thomson Reuters, 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 over 50,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Bring your ambition to make a difference. We'll bring a world of opportunities.
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