Sr. Global Solutions Consultant

Wolters Kluwer New York , NY 10007

Posted 1 week ago

CT, a Wolters Kluwer company, works with businesses of all sizes to offer customized expertise and comprehensive solutions regarding everything from business formations to filing business licenses and ongoing compliance. Drawing on more than a century of experience, CT is focused on helping businesses succeed, delivering incorporation, legal and compliance solutions.

In addition to supporting more than 300,000 small businesses every year, CT is a trusted partner of the country's biggest law firms and corporations, working with more than 70 percent of the National Law Journal's top 250 law firms, and over 750 of the Fortune 1,000 companies. For more information, visit ct.wolterskluwer.com.

The Global Solutions Consultant will be responsible for supporting the Global Corporate Services product line, assigned sales targets and general support of initiative and long-term strategy. This position will work directly with the CT sales force and clients, acting as product line expert, while coordinating with strategic partners for support in converting sales leads.

All activities will be in support of the Global Corporate Services products and services, with actions that will directly affect growth in additional CT product lines, such as COA, hCue, ARMS and U.S. On-Demand.

ESSENTIAL DUTIES AND RESPONSIBILITIES
1.Product and subject matter expert to drive and support sales and sales teams throughout cycle
2.Work with all CT and partner resources to identify sales opportunities, by geography, industry, global product line and CT Segmentation. In addition, develop plans to achieve highest level of sales success
3.Drive sales to achieve target numbers for current year and support growth of pipeline for future years
4.Overall relationship pipeline management - working closely with CT Sales, CT Sales Operations and partnership counterparts to maintain accurate real time pipelines. Prepare and assist with pipeline reports on a weekly basis and when requested by senior management
5.Manage all aspects of the sales cycle, including Global On-Demand for upsell and expansion opportunities
6.Provide customer support and transitioning services to CT and partner fulfillment teams
7.Help establish best practices and standardization in sales process and Global On-Demand Services process and fulfillment.
8.Drive sales, marketing and awareness through continual interaction with all internal groups and resources
9.Provide continual input into sales and marketing material in conjunction with Product Management
10. Conduct sales training to support rollout. Adjust training based on market conditions, country legislative changes, client needs and product/services development.
11. Provide customer and market input to Product Management re: hCue Global. Develop Global hCue expertise and integration knowledge to maximize hCue revenue and efficiencies within the Global Managed Services product line
12. Create and support hCue expansion strategy for targeting client's headquartered internationally
13. Assist with handling demand gen leads from CT and partners

  • CT marketing nurturing, CT website requests, partners website requests

  1. Support proposed conference schedule

  • TBD

  1. Assist in channel/partnership management
  2. Hold CT sales forces accountable to opportunity tracking and velocity of movement through the sales stages
  3. Continual management of overall sales strategy to identify improvements or resources constraints
  4. Build strong relationships with product teams to clearly articulate client needs and market demands

Executes and contributes to the sales process for CT products and services by staying fully informed of

the prescribed sales process; understanding the complexities of selling products and services to international clients, global corporations and law firms (e.g., interacting with individuals at all levels of the organization from senior partners to legal secretaries, consultative sales relationships, understanding the nuances in CT's suite of web based products and software and competitors); working across business units (e.g., AEs, Service teams, Legal, Tax, IT), both internally and externally, to negotiate a consensus; collaborating with Global Solutions Manager and top performers to continuously improve; and establishing credibility to properly serve a sophisticated global business customer.

Drives new account/customer development to meet weekly, monthly, and annual sales by planning for and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; conducting group presentations and demonstrations to generate interest in products and services; meeting with clients to discuss, document and fully understand their organizational structure and their problems, needs and goals; effectively articulating the value of CT products and addressing objections; creating and executing business development plans for key prospects; demonstrating product solutions to decision makers; taking intelligent and well-informed risks in the sales process; expanding services to current COA customers; negotiating pricing, including gaining approval from sales managers arrangements that fall outside approved terms; maximizing profits/minimizing or controlling discounts; actively securing the formal order; following standard protocol for initiating order processing/delivery; consulting with AEs to facilitate sales; driving prospect identification and conversions to revenue producing order placers across all appropriate territories; and updating Salesforce.com CRM database throughout the client development process in accordance with timing and content standards.

Maintains and grows existing customer business to meet weekly, monthly and annual sales and retention goals by contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay informed of their organizational structure, business needs, and the value provided by existing CT solutions; ensuring the client retains WK as registered agent; identifying new business units within the client organization for which CT can provide or promote products and services; developing and maintaining client relationships with multiple decision makers and influencers within each accounts multiple locations; seeking introductions to other customer staff; expanding usage or selling modified or upgraded solutions to meet current or future client needs; collaborating with AEs to develop and facilitate sales; driving prospect identification and conversions to revenue producing order placers across all territories; and updating Salesforce.com CRM database in accordance with timing and content standards.

Contributes to new product development and software issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; working with product managers to translate client requirements into business and functional specifications; managing client expectations on the timing, delivery and scope of product enhancements; ensuring efforts by CT are completed on time and in scope based on specifications; confirming solutions are put in place to overcome any home state pricing challenges; and engaging corporate resources (e.g. AEs, Service Teams, Business Consultants, Product Development) to ensure client issues and concerns are resolved.

Improves CT market share within the territory by identifying departments/business lines in target accounts using competitive products; engaging the client account at the management and executive level to identify business issues; conducting analyses and applying business knowledge to provide recommendations and assist in issue resolution with new products or extended services of current products; managing the transition to CT products to meet expectations and form the foundation for a long-term customer relationship; and staying connected with existing clients to ensure competitors are unlikely to move customers to their products.

Maintains and extends knowledge of full line of CT products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard product training session for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline; engaging in one-on-one training with Global Solutions Manager; accepting critical feedback and implementing suggestions; studying information provided by product management and marketing on an on-going basis in timely manner until mastered; working with actual products to establish and maintain competence in demonstrating and using them; researching and learning how the products fit into customers' processes and contribute to their business performance; and reviewing competitor information to be able to compare and contrast them with CT products.

Represents Wolters Kluwer by developing and maintaining comprehensive knowledge of Wolters Kluwer products, industry trends and general business and financial acumen through various sources and initiative; communicating Wolters Kluwer competitive advantage to customers in a compelling articulate manner in speech, writing and formal presentation; behaving in ways that demonstrate corporate core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

OTHER DUTIES
1.Collaborates with colleagues to exchange information such as selling strategies and marketing information.
2.Works with other sales personnel and Regional Sale Manager to address account/channel conflicts in a professional manner.

Education

Minimum: Bachelor's Degree in business, marketing, law or related field; OR, if no degree, 9 years

relevant sales, consulting, or marketing experience.

Preferred: Advanced degree, MBA or JD

Experience, Knowledge and Tools

Non-Compete: Must be able to sell into all clients within the territory without restrictions or challenges

from enforceable non-compete agreements held by the employee and prior employers within 30 days of

employment.

Minimum Experience:
5 years of outside sales experience, including:

? 3 years selling CT product suite or equivalent Wolters Kluwer product/service suite.

? Formulating high level and tactical strategies in sales process.

? Working independently with a minimum amount of oversight.

? Integrating information from multiple sources.

? Managing multiple large projects.

? Making in-person presentations to prospective clients, at all levels, to explain the business'

products and services and their alignment with the client's needs.

? Troubleshooting and solving technical issues (connectivity, hardware, and software).

? Translating contacts gained through extensive networking into legitimate business opportunities.

? Forecasting, developing business plans, and executing on them.

Preferred Experience (includes minimum):

? Leading and motivating a team.

? Budget responsibilities.

? Legal background.

Minimum Knowledge:

? Sales process and activities

? Sales forecasting

? PC and basic technology components

? English language

? Database creation and maintenance

? Basic legal understanding of corporate governance, corporate records maintenance, and business

licensing requirements

Contract negotiation

? Corporate compliance

Preferred Knowledge (includes minimum):

Tools:

? Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)

? Tools and process enabling remote connection to internal systems

? Record keeping and order entry systems; One World, Arrow, and Voyager in particular

? Web-based applications; PlaceWare, WebX, and Salesforce.com

Preferred: Active member of the Society of Corporate Secretaries.

TRAVEL REQUIREMENTS

Domestic and international travel to client sites, 65% of work time.

? Ability to travel independently.

? Must have valid driver's license and passport

? Must have a car and/or ability to travel locally w/o restriction

? Ability to travel by air.

Ability to obtain a credit card.

About Wolters Kluwer

Wolters Kluwer is a global leader in professional information services. Professionals in the areas of legal, business, tax, accounting, finance, audit, risk, compliance and healthcare rely on Wolters Kluwer's market leading information-enabled tools and software solutions to manage their business efficiently, deliver results to their clients, and succeed in an ever more dynamic world.

Wolters Kluwer reported 2014 annual revenues of 3.7 billion. The group serves customers in over 170 countries, and employs over 19,000 people worldwide.

The company is headquartered in Alphen aan den Rijn, the Netherlands. Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY).

For more information about our products and organization, visitwww.wolterskluwer.com, follow @Wolters_Kluwer on Twitter, like us onFacebook, follow us on LinkedIn, or follow WoltersKluwerComms on YouTube.

EQUAL EMPLOYMENT OPPORTUNITY

Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions, customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orie



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Sr. Global Solutions Consultant

Wolters Kluwer