Strategic Account Executive, LMLF - NY
The Strategic Account Executive (SAE) is an integral member of the Large Law Firm organization and is responsible for managing the relationship for a set of key strategic customers, including those from the Am Law 100. This role, along with their small team of Client Managers and Client Representatives, will focus on partnering with these unique clients to drive retention and growth to impact overall sales and revenue. The SAE leverages in-depth industry knowledge and a consultative approach to grow relationships with these firms and meet our customers' needs.
Large Law Firm Sales
Key Skills, Knowledge and Abilities
Own and manage the Thomson Reuters Legal-wide relationship for assigned key accounts. Align collective resources of Thomson Reuters Legal business to build long-term business relationships, grow revenue, drive retention, and increase the TR Legal product footprint.
Collaborate effectively across TR Legal and more broadly within TR to develop the account strategy for each assigned firm, agree on prioritization of opportunities with relevant sales and account management colleagues and take responsibility for driving progress on the account strategy within the firm, coordinating relevant touchpoints and acting as the point of coordination across TR.
Demonstrate strong negotiation skills focusing on the Legal value proposition, identify opportunities to create needs and competitive solutions across the Legal product bag. Meet and exceed monthly, quarterly and annual goals.
Lead small team of Client Managers and Client Representatives to execute against account strategies designed to connect customer needs and TR Legal capabilities. Provide coaching and development to help achieve their monthly, quarterly and annual goals.
Build trusted advisor relationships with executives and decision makers at assigned firms; responsible for creating win-win solutions and outcomes to further customer engagement and loyalty. Builds credibility through strong understanding of the firms' strategy and needs, and bringing solutions to address those needs; builds partnerships; uses appropriate interpersonal styles to establish effective relationships.
Anticipate and proactively identify opportunities to leverage existing Legal products and service portfolio as well as the broader TR products and services available to deliver additional value.
Respond to questions, concerns and requests from executives and key decision makers.
Exhibits a deep knowledge of Thomson Reuters' Legal products and the legal profession. Relishes ongoing learning, assimilates new information quickly and applies knowledge to practical use on the job.
Qualifications, Experience, Knowledge and Skills
- J.D. Degree, M.B.A. or equivalent work experience required
- Strategic account management and sales/marketing experience required
- Exceptional strategic and consultative sales skills
- Ability to move from vision to strategy to operations to detailed execution
- Strong communication, presentation skills and demonstrated knowledge or ability to quickly learn broad base of TR products
- Deep understanding of legal workflow; ability to uncover key issues and provide insightful, actionable solutions
- Proven contract negotiation and enterprise-level sales experience
- Strong track record of building collaborative relationships with internal peer groups and external customers and partners
- Should be a resourceful and highly organized self-starter who is able to juggle multiple priorities and operate successfully in a complex, dynamic, fast paced, highly collaborative, and sometimes ambiguous environment.
- Customer service orientation and experience
- Proven experience of taking initiative and delivering results
- Ability to Travel
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 more than 45,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.
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 all 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/Affirmative Action 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.
New York-New York-United States of America
Meet Some of Thomson Reuters's Employees
Software Engineer, Centre of Cognitive Computing
Lisa works with other engineers to develop products that are powered by artificial intelligence and capable of machine learning. She also conducts research to identify new uses for existing company data.
Back to top