Wolters Kluwer Solutions Specialist in Boston, Massachusetts
This role will be 100% remote**
Drives revenue for the sales team, with a strategy focused on large, sophisticated, complex sales for top prospects and existing customers with new and upsell opportunities. The Solutions Specialist will also partner with other internal departments such as Sales Enablement, Customer Success, Technical Engagement & Services, Product, Sales Operations, and Marketing to achieve new sales and retention goals for targeted research and workflow products, by providing pre- and post-sales support. The Solutions Specialist (SS) provides in-depth product expertise, in a pre-sale’s environment, by partnering with Sales Representatives to deliver effective presentations of LRUS products to prospects and customers. In collaboration with Sales Representatives, the SS is responsible for analyzing and evaluating customers’ critical business issues to deliver strategically tailored product demonstrations and consult on overall sales and product strategies. A Solutions Specialist will be required to actively maintain, develop, and expand their knowledge of LRUS products and stay current on basic industry practices and the competitive landscape. The Solutions Specialist will also teach and educate the sales team, so that the sales professional will have the ability to deliver a level one demo to customers and prospects.
Design a strategy, that will assist the sales professionals in the creation of a maximized pipeline (includes larger and more specialized opportunities)
Participate in internal meetings Present tailored, knowledgeable, professional, and engaging product demonstrations to varied audiences and in multiple formats including webinars, individual remote meetings and in-person meetings
Maintain in-depth knowledge of LRUS core and ancillary products as applicable by role
Develop and expand knowledge of LRUS and competitors’ products with a focus on clearly articulating and understanding the customer value gained from LRUS solutions
Collaborate with Sales Representatives to gather and analyze Critical Business Issues (CBIs) to deliver tailored and knowledgeable product demonstrations
Deliver a concise message which enables the customer to easily envision using LRUS solutions in their complex business
Identify opportunities to proactively introduce additional products when communicating with customers to expand their use of LRUS solutions
Utilize sales skills and techniques to best position LRUS products in competitive situations
Develop and maintain close relationships with customers, prospects, peers and internal resources including product management, product training, learning and enablement and marketing
Update and input all sales information and activities diligently in Salesforce.com to contribute to accurate reports, forecasts, pipelines, market trend analyses, and business cases
Debrief sales presentations to glean and improve, presentation skills, strategy and knowledge for future presentations
Respond efficiently to general product information requests related to the pre-sales environment
Achieve specific team sales goals and metrics as defined by Sales Leadership
Develop, implement, and adhere to an annual business plan
Participate in internal meetings, sales calls, industry conferences and trade shows as required
Partner with and build relationships with LRUS customer accounts
Team with all levels of customer personnel and provide education on process improvement using LRUS solutions
Support sales team by teaching 1st line functional, content and technical expertise on targeted research and workflow products.
Coordinate activities with technical support, product development and sales for client specific issues, and to drive product line innovation.
Provide customer feedback to product and technology teams that will help improve targeted products and workflow solutions.
• Minimum 3 years’ working in the legal industry
• Experience working in team-selling environment preferred
• Experience capturing and extracting CRM data using Salesforce.com
• Strong written and verbal communication skills
• Strong presentation skills with various audiences, virtual and in-person
• High level of proficiency in Microsoft Office including Outlook and PowerPoint
• Bachelor’s degree required
• Juris Doctorate or Master’s degree preferred
Other Knowledge, Skills, Abilities or Certifications:
Exhibits passion, resiliency, and critical thinking
Professional, organized, reliable, driven and results-oriented
Desire to add value throughout the sales and development process
Motivated self-starter who is detail-oriented and able to work independently
Excellent facilitation skills and ability to influence through interpersonal relationships
Must be enthusiastic, independent, self-motivated, goal-oriented, highly interactive
Driven to succeed in a technical organization with a growing customer base
Articulating market trends to internal teams (e.g., Product Management, Marketing)
Innovative problem solving and a proven track record of interdepartmental collaboration.
Interacting with people at all levels of an organization (including C-level executives)
Conveying value proposition to clients
Consulting mentality—extracting insights from very complex and/or limited information to make a recommendation to stakeholders
Results-oriented; able to take concepts and ideas through from implementation to action. Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive ‘can do’ attitude and approach to problem solving
Innovative mindset: willingness to try creative and different ways of accomplishing work.
Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations
Experience successfully leading customer training or delivering public speaking engagements
Domestic overnight travel to customers and internal meetings may be required
Amount of travel varies greatly and is estimated between 10% - 25%
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.
- Wolters Kluwer Jobs