Senior Field Sales Executive, Wolters Kluwer
$121.3-170.1k
Target salary range for CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA and may vary for other locations
Information services and software solutions
Posted today
Information services and software solutions
1001+ employees
Posted today
$121.3-170.1k
Target salary range for CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA and may vary for other locations
1001+ employees
Company mission
To empower our professional customers with the information, software solutions, and services they need to make critical decisions, achieve successful outcomes, and save time.
Role
Who you are
- 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
What the job involves
- The Senior Field Sales Executive role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule
- 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
- 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
Our take
For over 185 years, Wolters Kluwer has been innovating the way professionals and businesses work. The company has expanded to offer a substantial range of services across the Health, Tax & Accounting, Finance, Compliance, and Legal sectors.
While operating across so many sectors comes with an extensive range of competition, Wolters Kluwer serves customers in over 180 countries, which has been managed, in part, due to its 70+ acquisitions. For example, the company has recently acquired leading artificial intelligence technology company Della AI, which will become part of its legal software unit, to further advance its natural language processing capabilities.
The company is currently focused on its 2022-2024 strategy, which is a three-year value elevation strategy aimed at accelerating expert solutions, expanding its reach, and evolving its core capabilities. After delivering on its 2019-2021 strategy (resulting in €4.8 billion in revenues in 2021 alone) Wolters Kluwer is well set to remain on its long-standing path of growth and success.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Hybrid/Flexible Work Environment
Company values
- Focus on Customer Success - Customers are at the center of everything we do
- Make it Better - We're Committed to Continuous Improvement
- Aim High and Deliver - We're responsible for delivering the right results
- Work as a Team - We're stronger together
Company HQ
Alphen aan den Rijn, Netherlands
Articles
Leadership
Nancy McKinstry
(CEO & Chairman of the Executive Board, not founder)Held various roles at the company before being named CEO in 2003. Current Member of the Board of Directors at various companies including Accenture, Abbot, Russel Reynolds Associates, and Columbia Business School.
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