Solution Sales Specialist, Risk at Thomson Reuters

Req #: JREQ097988
Job Function: Sales

Job Description

• The Sales Specialist is responsible for growing the Thomson Reuters Risk business in a defined territory through prospecting  for new clients and developing new business opportunities within existing customer accounts.
• The Sales Specialist must have domain knowledge of  Governance, Risk and Compliance requirements and workflow. (This includes: Operational Risk, Compliance, Internal Audit, AML/KYC Screening and Regulatory Content within the financial markets).
• The successful candidate must be able to effectively position and demonstrate the Thomson Reuters solutions in this area and through a consultative sales process, the Sales Specialist is accountable for:
• Identifying, attracting, qualifying, proposing Thomson Reuters  Risk Solutions.
• Driving/accelerating sales closings to achieve gross sales targets.
• Growing market share by closely collaborating with our consulting partners to propose turn-key-solutions
• Collaborating with the Thomson Reuters Account Management teams to provide specialist knowledge and a clearly defined roadmap to deliver gross sales.
• Be the voice of the customer, feeding into the Thomson Reuters Market Development and Proposition teams to inform on market requirements.
• This is a quota bearing position that covers a broad customer market segment and assigned territory or coverage area.

Responsibilities

• Identifies and generates sales to existing and new customers
• Develops new opportunities and creates solutions based on the data and content propositions with regard to the geographical territory
• Converts leads provided by Direct Sales and Account Managers
• Assists in key retention situations, bringing domain expertise relevant to that customer – as agreed with the appropriate stakeholders.
• Acts as an advocate for customer needs to the business
• Provide Market insight back to Thomson Reuters to help drive and grow our business
• Mentor new sales specialists

Required Skills and Experience

• Deep market understanding of  a)  Operational Risk, Regulatory, Compliance, Internal Audit and Model Risk Governance b) knowledge of relevant market trends and challenges
• World class selling skills (identify, develop, & articulate proposition/ consultative selling) as a “hunter”
• Strong sales ‘closer’
• Significant workflow expertise for Risk and Compliance workflows as well as with regulatory requirements.
• Strong business development, prospecting, and consultative/solutions-based selling skills
• Effective organizational and planning skills
• Strong negotiation and problem solving skills
• History of sales success in a team selling environment
• Presentation skills (verbal & written)
• Strong communications, interpersonal, and persuasion skills
• Emotional resilience
• Ability to organize and execute a sales plan
• Executive Presence
• Proven track record in a quota bearing sales environment
• Experience selling to C- level executives
• Strong network of industry contacts for assigned customer market segment
• Previous experience working in financial services and/or financial information business

Desired Skills and Experience:

• Knowledge of Thomson Reuters products and services
• Experience working in a global matrix organisation
• Active member of professional/industry organizations aligned with particular customer segment