Sales Specialist (Legal Practice Management Solutions)

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Требуемый опыт работы: 3–6 лет

Полная занятость, полный день

Thomson Reuters Legal provides information and solutions to the legal community worldwide, serving law firms, corporate lawyers, Academics and the Government. In Russia / CIS we are currently expanding our Legal business by providing global solutions and services to lawyers and building country specific legal services.

Role Purpose/ Summary:

The role of Sales Specialist for Legal Practice Management Solutions, primarily requires you to pro-actively identify potential customers, manage active leads and constantly promote our solutions in the market place - the focus here is on our suite of Elite solutions and Legal tracker solutions. The role will be based out of our Moscow office, but with the requirement for travel in Russia / CIS as required to support larger sales opportunities and attend conferences and events.

To be successful you understand the benefits of practice management solutions and automation in the legal space. You have good contacts within the legal community, can demonstrate our solutions and convince potential clients to buy our solutions.

Main responsibilities of the job:

  • Sell Thomson Reuters Legal Practice Management and E-Billing solutions to lawyers in Russia / CIS
  • You will establish, develop and execute a strategy for identifying and closing new Elite and Legal Tracker software and services sales opportunities with key strategic accounts and new strategic prospects
  • Manage complex sales-cycles and present to Managing Partners, Legal Operations Directors, General Counsel, IT Sourcing and C-level executives the value of the solutions
  • Interface at all levels of the target organisations, including IT architects, IT security, Procurement and senior executives. Manage and develop relationships within our client base, establish excellent contacts within law firms and corporate legal departments and build trustful and successful business relationships
  • Deliver compelling client centric presentations and demonstrations
  • Working collaboratively with the wider team to manage response to tenders/RFI’s and ensue resource is marshalled accordingly
  • Work with the technical delivery team to ensure solutions are delivered to client’s expectations
  • Work in CRM environment throughout deal progression and achieve KPI targets to build a robust sales pipeline in order to achieve new business sales growth in line with set objectives and targets
  • Attain an excellent individual sales performance
  • Respond to customer queries in a timely fashion, thereby enhancing and developing strong relationships with customers
  • Build and maintain a strong and sustainable sales pipeline. Provide weekly and monthly activity reports to monitor progress against targets and objectives. Provide timely and accurate forecasts on a weekly / monthly basis
  • Respond to customer queries in a timely fashion, thereby enhancing and developing strong relationships with customers
  • Work on special projects and assignments as required

Mandatory Skills and Experience Required:

  • Start-up mentality. High motivation to succeed in bringing our new and unique solutions to the Russian legal market
  • Excellent closing skills, strong influencing skills with proven sales negotiating abilities
  • Results orientated and focus on achieving targets and objectives
  • 5+ years working experience. Demonstrable track record of consistent over achievement in past sales roles
  • Significant experience successfully selling complex software solutions and closing deals
  • Extensive solutions sales experience utilising methods such as Miller Heiman, TAS, SPIN,
  • Strong presentation skills; both face to face and remotely
  • Experience and success working in targeted and KPI driven sales environment
  • Proficient in all elements of sales process across client acquisition utilising CRM tools to track and manage pipeline.
  • Work in CRM environment throughout deal progression and achieve KPI targets to build a robust sales pipeline in order to achieve new business sales growth in line with set objectives and targets
  • Excellent opportunity qualification, client needs analysis and negotiation skills
  • Strong Technical capability with the ability to clearly articulate the benefits of legal practice management solutions
  • Proven ability to work collaboratively, in harmony with Account Managers who own customer relationships and other stakeholders in the business
  • High focus on customer service and satisfaction
  • Strong information, fact finding and questioning abilities
  • Excellent networking & relationship building abilities
  • Strong influencing skills
  • Excellent time management skills
  • Excellent command in Russian and English
  • Ability to travel

Desired Skills and Experience Required:

  • Degree Educated. Ideally legal training
  • Experience working in or selling into a legal environment
  • Legal operations / practice management solutions sales experience is highly desirable
  • Highly desired is strong working knowledge of document, financial, matter, contact management and e-billing software and related applications with experience demonstrating sophisticated case management/workflow software
  • A comprehensive understanding of the legal and/or professional services marketplace, its business culture, processes, value drivers and business operations either through sales or project management is a definite plus

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 over 55,000 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.


Охотный ряд, Москва, улица Петровка, 5
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Вакансия опубликована 10 ноября 2016

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