Job Description
We are seeking a results-driven sales leader to direct a team of sales professionals who sell Thomson Reuters' advisory and market intelligence solutions to the world's largest law firms. The Manager, Client Advisory Sales leads a team of four Sales Executives and is responsible for the team's aggregate sales target. You will equip, direct, and mobilize this team to deliver on annual revenue objectives and to grow the business.
This is a specialty sales leadership role within the Global Large Law Firms (GLLF) subsegment of the Legal Professionals business. You will drive the go-to-market strategy and sales performance for the Thomson Reuters Market Insights and Financial Insights platforms and related consulting services delivered by our Client Advisory team. Success requires a consultative, executive-level, solution-selling approach, as your team sells research-based insights and advisory services to law firm leaders.
Key Responsibilities
Sales Leadership and Performance
Lead, coach, and develop a team of Sales Executives across the US and UK, owning its aggregate annual quota through new business, renewals, and book-of-business growth.
Set sales strategy, territory priorities, and account plans, and instill disciplined sales process, including opportunity qualification, stakeholder mapping, multi-threading, and executive-level deal strategy.
Sell alongside your team as a “player/coach,” and serve as the escalation point for complex deals and senior client conversations.
Own pipeline health and forecast accuracy in Salesforce, and report on team performance and market feedback to subsegment leadership.
Portfolio Positioning and Go-to-Market
Coach your team to position and sell the Market Insights and Financial Insights platforms, custom reporting, and analytical support, along with Advisory Services in three areas: Clients, Strategy & Positioning, and Financial Performance.
Develop repeatable sales plays, messaging, and proposals that position advisory services as strategic engagements that drive firm performance, rather than point-solution data products.
Collaboration and Cross-Functional Partnership
Partner with Client Advisory Services to scope engagements and ensure smooth handoffs from sale to delivery, and work with GLLF Global Client Directors (GCDs) and sales pods to integrate advisory sales into account strategies.
Build enduring relationships with law firm leaders to grow market visibility and credibility for Client Advisory Services, sharing contacts with GCDs to expand them across the subsegment.
Talent Development
Recruit, onboard, and ramp new sellers as the team evolves, and provide ongoing coaching on executive-level selling, negotiation, and persuasive proposal writing.
Foster a collaborative, high-performance team culture across US and UK locations.
Required Qualifications
A bachelor's degree or equivalent experience
5+ years of B2B sales or business development experience, with 2+ years in a sales management or team lead capacity
Demonstrated success leading quota-carrying teams and achieving revenue and growth targets
Experience in complex sales environments, selling data insights/analytics, advisory, consulting, and/or research-based solutions to C-suite and executive teams
Strong business acumen, including the ability to analyze sales and financial data and build a business case with clients
Excellent coaching, communication, and leadership skills, with a track record of developing high-performing sellers
Proficiency with Salesforce for pipeline management, forecasting, and performance tracking
Ability to influence without authority across matrixed teams, including delivery and account teams
Ability to travel periodically for client meetings and team engagement
Preferred Qualifications
A JD, MBA, or other graduate degree
Law firm or other legal industry experience, or experience selling to law firm leadership
Experience managing geographically distributed or international teams
Experience…