TeamMate® is the world's leading audit management software and is one of the many solutions provided by Wolters Kluwer. TeamMate® has revolutionized the industry, empowering audit departments of all sizes to spend less time documenting and reviewing and more time providing value-added services. TeamMate® software is used by audit professionals all over the world and is recognized as the award-winning audit management software system that increases the efficiency and productivity of the entire internal audit process, including: risk assessment, scheduling, planning, execution, review, report generation, trend analysis, audit committee reporting and storage. By providing an integrated paperless strategy for managing audits, TeamMate's audit software eliminates the barriers associated with paper-filled binders and disconnected electronic files, driving efficiencies into all facets of the internal audit workflow. The Sr. Account & Relationship Executive role with Wolters Kluwer, TeamMate is responsible for building and maintaining effective long-term relationships and a high level of satisfaction with decision makers and influencers at an assigned group of strategic customer accounts. This role is responsible for generating revenue and increased profit margin to net new and existing customers within an organizational unit by closing national account sales. National accounts are named accounts critical to the company in terms of market share growth and other business goals. Additionally, this role leads the team in analyzing information, continuously addresses strategic business challenges and prioritizes opportunities critical to accounts. This is a remote, field sales position covering the Mid-West/Central & Southeast US Territory. Essential Job Duties & Responsibilities - Learn and maintain a deep understanding of Wolters Kluwer TeamMate solutions, customers, and the Internal Audit industry by participating in formal/informal training sessions and self-directed learning; maintain a knowledge base of all processes, systems, and applications utilized within the department - Conduct regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/service strategies - Develop, negotiate and increase revenue by selling to and servicing strategic accounts within a complex sales process - Negotiate Product/Service terms in line with guidelines - Appropriately address and escalate any discovered circumstances of potential risk to management or to the customer, and/or customer dissatisfaction with a sense of urgency - Develop and maintain a sales pipeline of opportunities to achieve objectives through outreach to potential clients for sales and marketing purposes (e.g., Marketing provided leads/lists, cold calls, emails, etc.) - Qualify and close prospective new/existing customers by developing an understanding of customer business needs and risk and compliance challenges; leverage knowledge of software and integrated solutions to identify sales opportunities; demonstrate product solutions via web-based applications - Analyze current target market and develop a sales plan based upon market data to achieve revenue targets - Manage complex or high-profile territories and/or accounts - Manage own territory/accounts and monitor resources accordingly; additionally may offer input in approach on managing colleagues’ territories/accounts and serve as a team lead for a small team - Effectively represent Wolters Kluwer within the industry and at trade shows/conferences as required by developing and maintaining comprehensive knowledge of products, industry trends, and general business and financial acumen through various sources and initiatives - Effectively collaborate with team members and management to improve processes and drive revenue/customer growth for the Americas Sales Region - Appropriately log, document, and update all sales activities within Salesforce CRM and other required systems in a compliant, detailed and timely manner - Maintains other duties as assigned by Supervisor Key Qualifications Education: Bachelor's Degree in Business, Marketing, Finance or related field of study; OR if no degree, equivalent years of relevant experience. MBA preferred Minimum Experience: - 5+ years of demonstrated success in comparable B2B, software/SaaS field sales or Account Management role - Extensive experience in building effective, long-term relationships and demonstrated success in closing deals/agreements with major or Enterprise accounts - Deep understanding of business, financials, products/services and the market; recognized as an expert in one or more areas with an external reputation within your industry - Experience with territory/account planning and monitoring resources accordingly Preferred Experience: - Prior software/SaaS sales experience in the Finance, Tax & Accounting or Governance, Risk & Compliance industries Other Knowledge, Skills, Abilities or Certifications: - Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook & Teams) - Experience using or other comparable CRM application - Advanced aptitude for selling and excellent verbal and written communication skills - Self-motivated and possesses excellent organization, planning and presentation skills - Collaborative disposition and ability to work in a team-oriented environment Travel - 50-60% travel within territory including some overnights The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications as these may vary depending on location and line of business. The specific requirements may differ due to local or regional differences.
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