Major & Strategic Accounts Associate Director

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.

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What We Offer:  

The Major/Strategic Accounts Associate Director 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:

As the Major/Strategic Accounts Associate Director, you will be a quota-carrying team member responsible for selling a set of CS offerings to the business unit’s most strategically importation customer accounts. You'll be assigned to a specific set of accounts and will own the account relationships at senior executive levels and be responsible for identify offerings and articulating related value propositions, to address customer challenges. The Major/Strategic Accounts Associate Director is also responsible for leveraging public client information, client relationships, and pipeline data to identify potential new business or cross-sell opportunities at their customer accounts. Each Major/Strategic Accounts Associate Director is accountable to achieve their quota for an assigned book of accounts, adhere to defined sales methodologies, processes and policies that govern the sales process, and develop or maintain internal relationships alongside Solution Sales, Customer Success, and Sales Support team members.

Key Tasks: 

• Manage relationships and serve as trusted advisor to senior executive stakeholders at existing customers and develop new relationships with potential customer stakeholders
• Develop a strong understanding of the needs and desires of key account stakeholders and create a plan for how to meet those demands, support development of account plans on annual basis
• Develop and maintain a baseline knowledge and understanding of products and the problems they solve within the Compliance Solutions portfolio, and collaborate with the Solution Sales team for deep knowledge and technical understanding 
• Leverage SFDC data and collaboration with other sales team members to identify, pursue, and close opportunities to retain existing business or cross-sell new business within assigned set of accounts
• Build rapport in customer-facing meetings by developing strong client relationships and articulating a product(s) value proposition
• 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 Solution 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
• Engage with Financial Services or Specialty Sales Reps to share learnings of key account activity or market insights

You're a Great Fit if You Have/Can: 

• Bachelor’s degree from an accredited college/university or equivalent work experience
• Has a significant understanding of business, financials, products/services, the market, and the needs/challenges of assigned accounts; is recognized as an expert across multiple areas and has an external reputation across multiple industries
• Has full authority/opportunity to set and negotiate product/service terms
• Manages large, complex, or strategic accounts
• Sales experience and understanding of the lead-to-order process within lending compliance industries
• Develops own sales account management approaches and informs colleagues' approaches; manages own and others' resources and serves as team lead
• Industry experience and customer contacts
• Understand stated and unstated needs of senior client executives and configure solutions to meet those needs
• Develop and execute strategic account plans, including management of account relationship maps
• Navigate executive-level conversations related to broader strategy needs
• Apply advanced negotiation skills and able to navigate complex purchasing processes
• Advanced business acumen and ability to review and understand a customer’s business or senior executive’s agenda
• Strong interpersonal skills with an emphasis on long-term relationship building with senior executive stakeholders
• Communicate effectively in both face-to-face and virtual selling environments with senior executive stakeholders
• Team effectively with other internal teams including Solution Sales, Customer Success, Sales Support, Finance, and Legal stakeholders
• Highly goal oriented with a proven track record meeting and exceeding sales targets
• Ability to travel

About the Team:

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  

Compensation: