Manager, Client Advisory Sales
Thomson Reuters · United States, Eagan, Minnesota · hybrid
Job Description
We are seeking a results-driven sales leader to direct a team of sales professionals who sell Thomson Reuters' advisory and market intelligence solutions to the world's largest law firms. The Manager, Client Advisory Sales leads a team of four Sales Executives and is responsible for the team's aggregate sales target. You will equip, direct, and mobilize this team to deliver on annual revenue objectives and to grow the business.
This is a specialty sales leadership role within the Global Large Law Firms (GLLF) subsegment of the Legal Professionals business. You will drive the go-to-market strategy and sales performance for the Thomson Reuters Market Insights and Financial Insights platforms and related consulting services delivered by our Client Advisory team. Success requires a consultative, executive-level, solution-selling approach, as your team sells research-based insights and advisory services to law firm leaders.
Key Responsibilities
Sales Leadership and Performance
- Lead, coach, and develop a team of Sales Executives across the US and UK, owning its aggregate annual quota through new business, renewals, and book-of-business growth.
- Set sales strategy, territory priorities, and account plans, and instill disciplined sales process, including opportunity qualification, stakeholder mapping, multi-threading, and executive-level deal strategy.
- Sell alongside your team as a “player/coach,” and serve as the escalation point for complex deals and senior client conversations.
- Own pipeline health and forecast accuracy in Salesforce, and report on team performance and market feedback to subsegment leadership.
Portfolio Positioning and Go-to-Market
- Coach your team to position and sell the Market Insights and Financial Insights platforms, custom reporting, and analytical support, along with Advisory Services in three areas: Clients, Strategy & Positioning, and Financial Performance.
- Develop repeatable sales plays, messaging, and proposals that position advisory services as strategic engagements that drive firm performance, rather than point-solution data products.
Collaboration and Cross-Functional Partnership
- Partner with Client Advisory Services to scope engagements and ensure smooth handoffs from sale to delivery, and work with GLLF Global Client Directors (GCDs) and sales pods to integrate advisory sales into account strategies.
- Build enduring relationships with law firm leaders to grow market visibility and credibility for Client Advisory Services, sharing contacts with GCDs to expand them across the subsegment.
Talent Development
- Recruit, onboard, and ramp new sellers as the team evolves, and provide ongoing coaching on executive-level selling, negotiation, and persuasive proposal writing.
- Foster a collaborative, high-performance team culture across US and UK locations.
Required Qualifications
- A bachelor's degree or equivalent experience
- 5+ years of B2B sales or business development experience, with 2+ years in a sales management or team lead capacity
- Demonstrated success leading quota-carrying teams and achieving revenue and growth targets
- Experience in complex sales environments, selling data insights/analytics, advisory, consulting, and/or research-based solutions to C-suite and executive teams
- Strong business acumen, including the ability to analyze sales and financial data and build a business case with clients
- Excellent coaching, communication, and leadership skills, with a track record of developing high-performing sellers
- Proficiency with Salesforce for pipeline management, forecasting, and performance tracking
- Ability to influence without authority across matrixed teams, including delivery and account teams
- Ability to travel periodically for client meetings and team engagement
Preferred Qualifications
- A JD, MBA, or other graduate degree
- Law firm or other legal industry experience, or experience selling to law firm leadership
- Experience managing geographically distributed or international teams
- Experience selling professional services alongside data or SaaS platforms
- Familiarity with Thomson Reuters' Market Insights and Financial Insights platforms
#LI-AY1
What’s in it For You?
- Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.
- Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
- Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
- Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
- Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
- Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
- Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.
Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations.
Eligible office location(s) for this role include one or more of the following: New York City, San Francisco, Los Angeles, and/or Irvine, CA; McLean, VA; Washington, DC. The target total cash compensation range for the role in any of those locations is $229,800 USD - $426,800 USD.
For