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Wolters Kluwer Senior Field Sales Executive in Lansing, Michigan

Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology. Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence. Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems. We help them get it right.

Who We Are: Wolters Kluwer: The world is a big place, find your place here. (https://youtu.be/OZ2kSzAaXK4?si=sDgZ7DZUbMnBddMq)

*What We Offer: *

The Senior Field Sales Executive role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule, and amazing benefits.

What You'll be Doing:

The Senior Field Sales Executive is a quota-carrying team member responsible for selling a set of CS offerings to customer stakeholders within their book of accounts. Assigned to a specific set of accounts, the Senior Field Sales Executive will drive new sales at new customers as well as cross-sell opportunities at existing customers. The Senior Field Sales Executive is responsible for working directly with customers to understand their needs, identify relevant CS products to address these needs, communicate the value proposition of such products, and facilitate all activities to complete a deal (pricing, quote, contract, etc.). The Senior Field Sales Executive will build internal relationships and work alongside Technical Sales, Customer Success, and Sales Support to identify, pursue, and close deals. Senior Field Sales Executives are accountable to achieve quota, adhere to defined processes and policies, and develop or maintain customer relationships.

*Key Tasks: *

  • Develop a strong understanding of the needs of accounts and create account plans for how to meet those demands

  • Manage relationships and serve as trusted advisor to (senior executive) stakeholders at existing customers and develop new relationships with potential customer stakeholders

  • Develop, maintain, and apply consultative knowledge of CS products to identify products best-fit to meet customer needs; collaborate with the Technical Sales team for deep knowledge and technical understanding

  • Effectively prioritize and respond to inbound leads or customer requests for information

  • Leverage SFDC data and collaboration with other sales team members to identify, pursue, and close opportunities to cross-sell at existing customers, or create business with new customers; Support Customer Success on renewals or up-sells, as needed

  • Maintain a clean and accurate pipeline in CRM

  • Understand and articulate value propositions of CS offerings; collaborate with product managers or Technical Sales as needed to source deep technical expertise

  • Adhere to defined sales methodology and sales processes including steps to configure, price, quote products and services, draft, negotiate and close contracts

  • Deliver against individual quotas

  • Support product road mapping by sharing customer insights that help shape the prioritization of key product enhancements

  • Work with Technical Sales, Customer Success, and Sales Support to identify, pursue, and close opportunities for Compliance Solutions products at customer accounts; build internal relationships and develop collaborative team among these functions to effectively serve assigned book of accounts

  • Assist Service with escalated customer issues, as needed (e.g., payment, supply issues)

  • Develop knowledge of industry specific trends, regulations, and associations to elevate industry expertise or brand presence

You're a Great Fit if You Have/Can:

  • Bachelor’s Degree

  • 7 years’ of direct B2B sales experience with a proven track record of meeting and exceeding sales targets

  • Experience selling into the Financial Services industry.

  • Industry experience and customer contacts; build or elevate brand presence in the specialty lending industry (e.g., on boards, relationships with associations)

  • Experience using Salesforce.com as CRM.

  • Strong interpersonal skills with an emphasis on relationship building

  • Cross-sell offerings across platforms with support from additional sales teams

  • Apply consultative selling approach to identify and recommend products to fit customer needs

  • Accomplished negotiation skills and able to navigate complex purchasing processes

  • Drive, conscientiousness, and perseverance to conduct outbound sales contacts daily.

  • Communicate effectively in both face-to-face and virtual selling environments with senior executive stakeholders

  • Sales experience and understanding of the lead-to-order process within lending or compliance industries

  • Team effectively with other internal teams including Technical Sales, Customer Success, Sales Support, Finance, and Legal stakeholders

  • Passion and ability to learn new CS offerings quickly

  • Highly goal oriented, focused on achieving / exceeding expected results

  • Stay organized and manage multiple priorities at once across multiple customer accounts

We are an incredibly supportive team that truly enjoys what we do and who we do it with. We play a key role within WK and assist in driving the daily success. If you have a passion for making a true difference within an organization, while working alongside a genuinely caring and supportive team, we highly encourage you to apply. #Bethedifference

Additional Information:

Wolters Kluwer offers great benefits and programs to help meet your needs and balance your work and personal life, including Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave . Full details of our benefits are available at https://www.mywolterskluwerbenefits.com/index.html

Diversity Matters: Wolters Kluwer strives for an inclusive company culture in which we attract, develop, and retain diverse talent to achieve our strategy. As a global company, having a diverse workforce is of the utmost importance. We've been recognized by employees as a European Diversity Leader in the Financial Times, as one of Forbes America’s Best Employers for Diversity in 2022, 2021 and 2020 and as one of Forbes America’s Best Employers for Women in 2021, 2020, 2019 and 2018. In 2020, we placed third in the Female Board Index, and were recognized by the European Women on Boards Gender Diversity Index. Wolters Kluwer and all of our subsidiaries, divisions and customer/departments is an Equal Opportunity / Affirmative Action employer.

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They’re not intended to be an exhaustive list of all duties and responsibilities and requirements.

Compensation:

Target salary range CA, CT, CO, HI, NY, WA: $117,500-$164,700

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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