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Thomson Reuters

Solutions Sales Specialist

The Solution Specialist exists to deliver Leadership across the 5 Practice Areas below:

Planning – engages with business segments, partners and marketing to ensure Global Tax Technology sales opportunities are identified and targeted

Pursuit Leadership/Execution – Leverages focus Industries, Existing Customer connects within TR and Competitor knowledge to develop, communicate and execute winning pursuit strategies

Value Selling – Understands the customer's economic drivers, effectively builds customer relationships with a wide range of customer influencers and participates in impactful conversations that frame the way Customers think about their business effectively positioning Global Tax Technology to deliver value

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Enterprise Connect – Engages and leverages other LOB's existing customer connect including Partners connect to both win business and develop new markets

Sales Excellence –drives business results through actively prospecting for new business opportunities, maintaining a quality pipeline of opportunities, and consistently delivering on quarterly forecasts

Key requirements:

High level functional understanding of tax data /GL in SAP / Oracle ERP High level Knowledge of Direct Tax (covering Transfer Pricing, Income Tax returns, Tax Provision, Compliance Management etc). Experience in Big 4 – Tax advisory could be as advantage.

Responsibility/Activity

Business, Account and Territory Planning

Key Tasks:

Territory & Account Planning Plans are aligned to Focus Industry and Corporate Accounts plans to be completed by first month of Q1 Engage in segment territory planning to identify the top GLOBAL TAX TECHNOLOGY accounts/industry targets Engages in segment account planning for assigned accounts and ensures that GLOBAL TAX TECHNOLOGY opportunities are identified for prospecting Key partners & TR Consulting Services identified in the plan have the capabilities to match the market opportunity within the territory Engages with selected Partners/ SI & TR Consulting Services to develop joint account plans that enable GLOBAL TAX TECHNOLOGY solution offering to win projects Plans identify marketing planning opportunities for targeted audiences and priority industries for the territory and customer segments

Engages with Marketing resources to develop targeted audience marketing that generate awareness, interest and pipeline

Plans define accounts: Solution Specialist should be proactively driving opportunities where GLOBAL TAX TECHNOLOGY has the highest probability of winning

Leverages the GLOBAL TAX TECHNOLOGY Opportunity Plan to clearly define an opportunity in terms of Pain, Power, Vision, Value, and Control

Key Success Criteria:

  • Create Solution Specialist Account Plans and prioritize "must win" accounts and review with extended sales team
  • Engage with Corporate team and Enterprise connect to drive Discovery Profiling in their Account base
  • Conduct and maintain competitive analysis for territory by using all available resources, (internal and external) for must-win accounts and determine compete gaps
  • Solution Specialist has completed opportunity plans for 100% of their top and must-win deals.
  • This plan clearly communicates the deal attributes (size, close date etc.) as well as Pain, Power, Vision, Value, and Control
  • Provide timely feedback to all the relevant stake holder on your list of must win accounts so they can be incorporated into Partner/ Corporate Business Planning,
  • Include input from marketing team into territory planning process to ensure marketing events are leveraged within assigned territory

Pursuit Leadership & Execution

Leverage fluent Industry, Customer, TR, and Competitor knowledge to develop and communicate winning pursuit strategy Why will the customer make a decision? (e.g., Compelling need, Compelling event/timing, Budget and business value) How will the Customer decide? (e.g., Evaluation process, Criteria for decision making, Customer's readiness and resources for this initiative, etc.) Who at the Customer will really decide? (e.g., Evaluation team members, TR internal support / coaches, Senior Executives, Political, and influence map, etc.) What are TR's win-themes to beat the competition [e.g., faster time-to-value, better end-user productivity from broader adoption, better lifecycle TCO (Total Cost of Ownership) etc.? Assemble high-quality cross-TR and Partner/TR Consulting teams who contribute and execute on the Opportunity Plan Effectively leads and orchestrates Pursuit team to successfully win and close business Uses knowledge of Customer value drivers, competitors and TR's GLOBAL TAX TECHNOLOGY solution strengths/weakness to maximize revenue. Recognizes and effectively dis-engages from inappropriate business

Value Selling

Key Tasks

Deliver impactful Customer conversations that leverage their fluent Industry, Customer and GLOBAL TAX TECHNOLOGY solutions knowledge Solution Specialist reframes the way Customers think about their business and effectively position how GLOBAL TAX TECHNOLOGY will deliver value Advise Customer on new aspects about their business including opportunities, risks and alternatives Solution Specialist is comfortable suggesting best practices and provocative insights about changes that Customer should be implementing Solution Specialist creates constructive tension that motivates Customer to make favorable TR decisions Effectively build relationships with a wide range of influencers across Customer to gain insight, position solution value and gain support Solution Specialist effectively develops Customer advocates who sell and build consensus on his/her behalf Understand Customer's economic drivers and effectively integrates these drivers into conversations, solution development, presentations and proposals Actively participates on the Customer's Steering committee to ensure successful implementation and Customer is part of Reference Program.

Key requirements:

High level functional understanding of tax data /GL in SAP / Oracle ERP High level Knowledge of Direct Tax (covering Transfer Pricing, Income Tax returns, Tax Provision, Compliance Management etc). Experience in Big 4 – Tax advisory could be as advantage.

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.

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.

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 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. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

Intrigued by a challenge as large and fascinating as the world itself? Come join us.

To learn more about what we offer, please visit thomsonreuters.com/careers.

More information about Thomson Reuters can be found on thomsonreuters.com.

Job ID: aae8450fb5c527c5e4bd96edb50c4fba
Employment Type: Other

Perks and Benefits

  • Health and Wellness

    • FSA
    • HSA
    • Health Insurance
    • Dental Insurance
    • Vision Insurance
    • Life Insurance
    • Short-Term Disability
    • Long-Term Disability
    • Mental Health Benefits
    • Fitness Subsidies
    • On-Site Gym
    • HSA With Employer Contribution
  • Parental Benefits

    • Non-Birth Parent or Paternity Leave
    • Birth Parent or Maternity Leave
    • Adoption Leave
    • Fertility Benefits
    • Adoption Assistance Program
  • Work Flexibility

    • Remote Work Opportunities
    • Hybrid Work Opportunities
    • Flexible Work Hours
  • Office Life and Perks

    • Company Outings
    • Casual Dress
    • On-Site Cafeteria
    • Happy Hours
    • Snacks
    • Holiday Events
    • Commuter Benefits Program
  • Vacation and Time Off

    • Personal/Sick Days
    • Paid Holidays
    • Paid Vacation
    • Sabbatical
    • Volunteer Time Off
    • Unlimited Paid Time Off
    • Leave of Absence
  • Financial and Retirement

    • Performance Bonus
    • Stock Purchase Program
    • Company Equity
    • 401(K) With Company Matching
    • 401(K)
    • Financial Counseling
    • Relocation Assistance
  • Professional Development

    • Promote From Within
    • Mentor Program
    • Shadowing Opportunities
    • Access to Online Courses
    • Tuition Reimbursement
    • Internship Program
    • Leadership Training Program
    • Learning and Development Stipend
    • Associate or Rotational Training Program
    • Lunch and Learns
  • Diversity and Inclusion

    • Diversity, Equity, and Inclusion Program
    • Employee Resource Groups (ERG)

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