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General Counsel
Consulting
provided
exceptional
service in helping
my organization
recruit for a hard
to fill position.
They did extensive
work on the front
end to understand
our needs and
our culture and
began referring
highly qualified
candidates almost
immediately.

Melinda Burrows
Deputy General Counsel
- Litigation and
Compliance, Progress
Energy Service Company
LLC

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Counsel Jobs > Strategic Account Executive, Corporate Counsel Job in District of Columbia > Strategic Account Executive, Corporate Counsel

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Strategic Account Executive, Corporate Counsel

Refer job# JVYR147026

Strategic Account Executive, Corporate Counsel The candidate will focus on Strategic Corporate Accounts, which are large, key accounts. Will sell Practical Law, Westlaw, and other legal solutions and workflow tools to new and existing customers in the legal and compliance departments of corporations. Consistently meet or exceed new sales quota of Westlaw, Practical Law, and other legal solutions. Demonstrate and sell across the whole product bag, with particular focus on Westlaw and Practical Law Connect. Conduct appointments and product demonstrations with customers both onsite and via WebEx. Develop and maintain an up-to-date on-going Salesforce pipeline of at least 3x quota. Develop and leverage peer and team networks. Collaborate effectively with Client Managers, Sales Specialists, Business Development Representatives (BDR), and other internal and external team members. Lead and direct contract renewals. Support AAE as necessary for smaller, less complex deals. Consistently develop and maintain a high volume of new business opportunities via effective, skillful, creative, and persistent prospecting and cold-calling. Understand opportunities within assigned territory and execute sales plan to capture growth. Tenaciously drive Westlaw, Practical Law, and legal solutions sales to new and existing customers using effective sales strategies and techniques, consistently demonstrating effective overall business development acumen. Facilitate both shorter-term transactional sales as well as longer-term complex sales by persuading prospects to change their current approach to leveraging legal content and choose company's legal solutions. Employ effective discovery techniques that uncover perceived needs, as well as unconsidered needs, that can be solved with company's legal solutions. Engage in two-way dialogue and deliver business and industry insights to effectively tie value proposition back to discovered customer needs. Leverage knowledge of legal industry and opportunities to build trust and respect with prospective customers. Collaborate and communicate regularly and effectively within team and across the organization. Build influential relationships within an organization, including senior management. Develop relationships both vertically and horizontally from the main point of contact. Lead contract and pricing negotiations and renewals. Partner with Proposition, Commercial Excellence, Marketing and other internal resources to ensure sales effectiveness. Should have four-year college degree. Law degree or MBA is a plus. Must have 5+ years of direct field sales experience (sales experience in the corporate sector preferred) with exemplary track record of sales quota over achievement. Should be able to work from home office and travel to customer locations 25% - 50% of the time. Proven track record of meeting or exceeding assigned goals is needed. Proven track record to balance prospecting, new customer sales and upselling is a must.

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