Strategic Accounts Director - Industry Expert (USA-Remote)

Heavy preference on someone located in the northeast region of USA.

Basic Function
Award-winning solutions to address your legal business needs
Wolters Kluwer's ELM Solutions provide a comprehensive suite of tools that address the growing needs of corporate legal operations departments to increase operational efficiency and reduce costs. Corporate legal and insurance claims departments trust our innovative technology and end-to-end customer experience to drive world-class business outcomes.

The enterprise sales Industry leader at Wolters Kluwer ELM will be instrumental in driving new business development within the five Industry Sectors. This role involves establishing and nurturing high-level connections with key stakeholders, including technology partners, systems integrators, ISVs, MSPs, and Third-Party Assessors. The Leader will work closely with internal Wolters Kluwer sales channels and other potential partners to identify client needs and industry requirements. The primary objective is to formulate and execute effective, value-added plans that address the specific needs of clients and contribute to building and enhancing the ELM brand's presence in the marketplace. This includes leveraging adjacent solutions and collaborating with partners that can play a role in expanding our reach and achieving new business growth.

As an Enterprise Software Sales Industry Leader Specialist this role will play a pivotal role in driving new business development and sales growth. The primary focus will be on identifying client needs, understanding industry challenges, and effectively positioning our enterprise software solutions to meet the unique requirements of each key Industry. This role involves collaborating with internal teams to enhance the market presence of our products and contribute to the overall success of the sales team.

Essential Duties

• Strategic Sales Planning:
  
  • Design and implement strategic sales plans, aligning with the executive team on the Go-to-market Sales 3-year plan.
    
• Prospecting and Client Identification:
  
  • Identify and assess potential clients across ELM Key Industries, working closely with the Sales Leaders and Account Executives, expanding our network and advancing our market reach.
    
• Client Relationship Building:
  
  • Build and strengthen relationships with key stakeholders, including senior executives within the key Industries.
    
• Client Needs Analysis:
  
  • Develop a deep understanding of client business objectives and translate that understanding into a compelling value proposition for our enterprise software solutions.
    
• Sales Strategy Development:
  
  • Lead the development of client-specific sales strategies, including defining work streams to meet strategic objectives.
    
• Revenue Growth and Deal Structuring:
  
  • Create and structure deals that drive revenue growth based on a clear understanding of our value proposition and the client's business model.
    
• Cross-functional Collaboration:
  
  • Work collaboratively with Sales, Professional Services, Product, Data & Analytics, Marketing, Training, Sales Operations & Technology to pursue new opportunities and enhance existing client relationships.
    
• Customer Advocacy:
  
  • Advocate for the client while maintaining a holistic view of the relationship on both operational and strategic levels.
    
• Product Roadmap Collaboration:
  
  • Collaborate with Product and SMEs to align product roadmaps with client needs, driving product adoption and solution sales.
    
• Market Insights and Trends:
  
  • Gather insights on client and market trends, providing feedback to inform product development and go-to-market strategies.
    
• Integration Prioritization:
  
  • Collaborate with direct sales teams to prioritize product integration needs for the business.
    
• Liaison to Other Business Lines:
  
  • Act as a liaison to other Wolters Kluwer lines of business to maximize our breadth and impact.
    

Other Duties

Performs other duties as assigned by supervisor.

Job Qualifications
Education: Bachelor's Degree or equivalent experience

Experience

• 7+ years of experience in client-facing Enterprise Sales and strategic partnership revenue generation within the enterprise software, data, and/or analytics ecosystem, with a focus on the life sciences industry vertical
  

Other Knowledge, Skills, Abilities

• Proven Enterprise Legal Management experience.
  
• Familiarity with boutique legal industry consultancies (helpful but not required).
  
• In-depth knowledge of industry regulations and compliance standards.
  
• Track record of developing new business and delivering revenue growth in alliance/partner management roles, with verifiable references.
  
• Executive-level sales, account, and relationship management skills essential for influencing decision-making.
  
• Successful experience negotiating complex deals that deliver maximum value to the enterprise and end partners.
  
• Ability to operate and succeed in a matrix organization, collaborating effectively with a cross-functional team to align and coordinate resources.
  
• Refined skills in developing and delivering compelling presentations.
  
• Executive presence and comfort presenting to senior executive levels.
  
• Self-starter and driven professional who enjoys partnering and problem-solving.
  
• Strong business acumen and a desire to succeed in a fast-paced environment.
  
• Experience selling Data, Analytics, AI, and insights-driven solutions.
  
• Proven experience selling to technology players.
  

Travel requirements

30% travel

#LI-Remote

Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $182,500-$258,350