Account Executive (Large Law Firm) - Houston, TX

Company:	Thomson Reuters Company Profile \| Current Opportunities (18)
Job Location(s):	Houston
Employment Term:	Regular
Employment Type	Full Time
Start Date:	As soon as possible
Starting Salary Range:	Not Provided
Required Experience:	Open
Related Categories:	Legal - Paralegal and Support Staff

Position Description

Description

Thomson Reuters is the world's leading source of intelligent information for businesses and professionals. We combine industry expertise with innovative technology to deliver critical information to leading decision makers in the financial, legal, tax and accounting, scientific, healthcare and media markets, powered by the world's most trusted news organization. With headquarters in New York and major operations in London and Eagan, Minnesota, Thomson Reuters employs more than 50,000 people in 93 countries. More information about Thomson Reuters and its financial performance can be found on www.ThomsonReuters.com.

West Court Reporting Services ("WCRS") is a premier provider of court reporting services. We are backed by the strength and reputation of LiveNote and West, a Thomson Reuters company. We offer a full range of traditional court reporting services, along with market-leading real-time, transcript and case analysis technology that differentiates WCRS from other court reporting firms. WCRS streamlines the deposition process and allows the firms to focus on their cases, not logistics. The WCRS Account Executive works as a strategic partner with law firm personnel to handles their deposition needs.

A West Court Reporting Account Executive is responsible for selling court reporting services to law firms in a defined geographical territory. The WCRS Account Executive manages the complete sales process, prospecting in his or her territory, making sales calls on customers, identifying the customer's deposition needs and then uses a consultative selling approach to build value for the customer and close the sale. The Account Executive is also responsible for maintaining a close relationship with the buyer so as to close future sales.

Knowledge, Skill and Abilities:

Demonstrates strong business acumen, successful negotiation skills and strategic networking savvy to build and execute firm-wide strategies to meet overall revenue and sales objectives.
Demonstrated ability to achieve strong sales, revenue and growth goals.
Understanding of the litigation process and the needs of litigation attorneys and their staff.
Understanding of court reporting products and services.
Excellent communications skills to all levels of audience. Includes the ability to present solutions in a customer-facing environment with a communication style appropriate to the audience, from secretaries, paralegals, attorneys up to an including C-level executives.
High level of initiative and self-motivation, with the ability to work in a team environment.
Ability to handle multiple activities and reprioritize when necessary to ensure revenue and sales goals are achieved.
Ability to handle changing expectations or challenges with clients.

Responsibilities:

Attains sales targets and quotas on a monthly basis.
Drives new revenue by identifying opportunities, delivering customized presentations, delivering proposals and closing sales.
Stays abreast of potential cases and identifies strong leads that directly align with our product/service solutions.
Manages the complete sales cycle.
Attains activity level metrics.
Ensures an effective transition of all cases to the West Court Reporting Services Operations team.
Partners with West Account Managers, Sales Executives and Solutions Specialists in building and maintaining effective relationships and meeting the expectations of the customer.
Provides product demonstrations as required.
Understands the competitive market and the WCRS differentiators.
Using consultative selling skills, able to articulate the appropriate WCRS differentiators for the audience member.
Maintains and reports regularly on a pipeline of sales activity, revenue forecasts and closing timetables.
Creates and manages a territory development plan and reports on results.
Assists in the development of marketing strategies for WCRS services.
Builds strong relationships with customers and creates trust and confidence at multiple levels, including secretaries, paralegals, attorneys and C-level executives, to increase revenue and sales opportunities.
Attends sales meetings and conventions as required.
The role requires overnight travel to client locations, meetings and company meetings.

Qualifications

Qualifications:

BS or BA required
5 years or more of experience in sales of litigation solutions and services, including court reporting, electronic discovery, and workflow solutions
Experience in Litigation support and related services a plus
Court reporting industry experience highly desired
Knowledge of the litigation practice and workflow of law firms
Proven knowledge of sales concepts, methods and techniques
Ambitious self-starter with high energy and motivation
Excellent communication skills
Effective time and territory management skills
Professional demeanor, including written communications
Able to work from home office and travel to customer locations
Proficient in Microsoft Office suite

Thomson Reuters employees take pride in providing our customers around the world with information that is timely, accurate, unbiased and trusted. We have a profound respect for the professions and customers we serve and define our success in terms of their success. Our work environment is dynamic, innovative and entrepreneurial. We have a result-oriented culture that demands excellence, agility, and the desire to move quickly and precisely to seize opportunities. Our environment is both challenging and supportive - we give employees the opportunity to develop their skills and do their best work.

Thomson Reuters values diversity of culture and thought and seeks talented, qualified employees in all its operations around the world regardless of race, gender, national origin, religion, sexual orientation, disability, age or any other protected classification under country or local law.

Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer.