Account Management Team Manager (Remote)

Wolters Kluwer Remote
account management management team manager remote management legal sales team software enterprise legal management corporate
February 17, 2023
Wolters Kluwer
Augusta, Maine
Wolters Kluwer (http://www.wolterskluwer.com/) 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. Every day, our customers make critical decisions to help save lives, improve the way we do business, and build better judicial and regulatory systems. We help them get it right. Award-winning solutions to address your legal business needs. Wolters Kluwer s ELM (Enterprise Legal Management) 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. Basic Function As the Account Management Team Manager, you will be responsible to build and lead a competitive and highly motivated team to drive profitable sales growth. Time will be spent identifying customer needs, developing pipeline, and aggressively pursuing the expansion of products and services. In this role the position will focus on learning and staying informed on the comprehensive product line; learning, following, and managing a comprehensive sales process within the team; updating and managing sales forecast and pipeline information; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to the sales planning and forecasting. Responsibilities Develop and execute strategic plans to achieve sales targets Pipeline development Sales forecasting and tracking Ability to manage the most complex clients that ELM has in its portfolio Learns and maintains a comprehensive understanding of the full line of ELM products including features, benefits, pricing, intended use, value proposition, and competitive position in order to effectively serve clients Establish and maintain business relationships with appropriate level personnel in the corporate legal department Key Contacts: CIO/CTO, GC/AGC s, legal operations management, lawyers, etc. Executes and contributes to prescribed account management processes for accounts by understanding the complexities of selling products and services to law departments Supporting Account Managers with existing customer business to meet annual sales goals by identifying and understanding client business needs and the value provided by existing ELM solutions; regularly contacting and meeting with customers, remaining informed of their business needs, and promoting the value provided by ELM solutions Serves as liaison between ELM and client contacts providing exceptional service that maintains or increases customer satisfaction level Ability to negotiate complex contracts & understand industry-specific trends Serves as a mentor to other Accounts Managers including a focus on performance & talent management, and talent acquisition. Contributes to and executes department-wide process improvement programs and best practices by collaborating with the Directors of Client Services and Client Operations to create business plans, account strategies, revenue goals and action plans that support company goals and objectives Key Requirements Minimum 2 years of related experience in team management/leadership Proven account management or other relevant experience Specific work experience serving clients in the legal software market is desirable but not essential. Experience managing relationships with internal or external clients at all levels (e.g., senior management, director, VP, to direct users) Experience selling software products and/or services. Experience communicating effectively both orally and in writing with all levels within an organization. Experience developing and delivering Executive level summaries, reports, and presentations. Sales forecasting Experience developing and conducting in-person presentations to clients to explain the business products and services and their alignment with the client s needs. Experience working in a team environment with shared sales goals. Travel expectations: up to 50% (domestic/international) Additional Knowledge, Skills and Abilities: Able to effectively serve as a company advocate, ability to negotiate for the company and department Provide regular feedback to Product Management concerning market trends and product and services ideas Establish and maintain a system of regular communication with clients including phone calls and on-site visits Create call/visit reports to document findings and to communicate internally Have knowledge of each client s solution and how the solution is used by the client Perform business process reviews on a regular basis with clients to ensure the client is receiving value, offer suggestions for improvement and other ELM products and services that will increase the value to the client Solicit other ELM resources as required to address client issues and needs Monitor client customer support issues and act as a proxy as necessary to facilitate resolution Ensure clients are aware of ELM events that would benefit the client Solicit clients for ELM events, case studies, press releases, etc. Ensure the client will be a reference Promote sales of new products and services Responsible for client contract renewal Enterprise Legal Management Software | ELM Solutions | Wolters Kluwer (https://www.wolterskluwer.com/en/solutions/enterprise-legal-management) 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. #LI-Remote Compensation: Target salary range CA, CT, CO, NY, WA:: $114,100-$159,900 EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and 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 orientation, gender identity, national origin, disability, or protected veteran status.

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