Wolters Kluwer Senior Sales Support Specialist, Pre-Sales in Waltham, Massachusetts
Governance, Risk & Compliance (GRC) is a division of Wolters Kluwer that provides a broad spectrum of solutions, services and expertise to legal, finance, risk and compliance professionals and small business owners to help manage myriad governance, risk and compliance challenges in dynamic markets and regulatory environments, globally. GRC Solutions serves more than 350,000 customers in more than 150 countries, including 70% of Fortune 500 companies, 92% of the world’s top banks, 90% of the Am Law 100 and more than 300,000 small businesses. The division has a global footprint, with workforce in 28 countries. Our clients include corporate legal departments, insurers, small businesses, financial services companies, brand professionals, underwriters, governments and compliance and risk professionals.
The Senior Sales Support Specialist has primary responsibility for being the subject matter expert for the software and content products in the OneSumX Compliance Program Management solution suite within the Compliance Solutions unit of Wolters Kluwer. The Sales Support Specialist will use this expertise to assist and support the sales team matching the solution with the customer problem or requirements as part of the sales process. A key responsibility of the role is providing demonstrations of the software and content solutions in a way that resonates with the target audience. The Sales Support Specialist will provide guidance and leadership to salespeople tasked with selling the OneSumX CPM Solutions including the Large Bank, Insurance, Investment and EMEA salespeople. The Sales Support Specialist responsibilities will include working collaboratively with a wide range of internal and external customers, contributing to new product development to meet changing customer needs; managing time and resources effectively; and representing Wolters Kluwer within the industry.
In addition, the Sales Support Specialist will also be responsible for working as part of the CPM Pre-Sales team and contribute strategically to the success of the OneSumX CPM solution suite. Additional responsibilities may include engaging Market Management on market changes, product management on discussions and debates of critical product strategies, including the long-term product roadmap, the short-term schedule for features and interface releases, and be a liaison to the sales organization.
Essential Duties and responsibilities
Solutions Mastery: Maintains, exhibits, shares and demonstrates a detailed level of knowledge with respect to OneSumX CPM solutions and the financial services industry including banking, securities, and insurance by learning and thoroughly understanding all product features, functionality, content, and technical requirements of WK software and content products. The Sales Support Specialist should analyze competitive products to identify and understand strengths and weaknesses; maintain a high level of understanding with respect to compliance, best practices, trends and legislation that affect the financial services industry; maintain an understanding of the customers processes and how the solution set improves efficiency; and leveraging this knowledge throughout the sales process to meet the customer’s expectations, overcome objections and overcome competitive challenges. Develops advanced understanding of existing and emerging technologies and serves as the “go-to” expert for his or her product specialties.
Innovative Thinking and Follow-Through: Supports new account/customer development as well as further developing opportunities within current customers to assist sales representatives to meet weekly, monthly, and annual sales goals by engaging in the pre-sales process with the AEs, AMs, and others to assist in needs identification for clearly qualified opportunities; using knowledge of the account and the industry to determine WK software and workflow solutions to meet specific needs of the account; determining key messages for, and responding to RFI’s, RFP’s, and proposals; working with the AEs, AMs, and others to position products and services; participating in or leading conference calls or in person meetings to solidify opportunities, document customer/partner business needs and requirements, position the appropriate software and hardware recommendations; demonstrating solutions in person or via web/live meetings; interacting, directly or indirectly, with senior management level at the customer organization; and participating in pricing discussions and contract negotiations. These solutions will require a high degree of expertise, innovative thinking and creativity. The Sales Support Specialist will need to have a keen perspective on these complex situations with an eye for identifying precedents, which will be applicable towards scaling these solutions for other clients.
Strategic Leadership: Plays a leadership role in the d evelopment and communication of the prescribed sales process by translating industry and software knowledge into pre-sales presentation materials (e.g., PowerPoint presentations, proposals) for use by all field sales personnel; updating and maintaining pre-sales presentation materials as industry and products change over time; assisting in the ongoing training of field sales force as it relates to technology and software; and providing on-the-job training/transfer of knowledge to sales personnel through coaching on a daily basis. This aspect of the Sales Support Specialist role is largely self-directive.
High Impact: Contributes to new product development that meets customer needs by identifying gaps where current products do not meet client requirements; working with professional services and product managers to translate unmet client requirements into business and functional specifications; may contribute to financial analysis, revenue projections, ROI, and go-to-market plans to justify requested enhancements; assist in managing client expectations on the timing, delivery and scope of product enhancements; monitoring efforts by WK are completed on time and in scope based on specifications; and engaging corporate resources (e.g. Implementation Services, Client Services, Development) to ensure client issues and concerns are resolved.
Self-Direction: Manages time and resources effectively to accomplish sales goals by planning for, participating in, and scheduling all required sales activity; grouping activities logically; staying organized and ensuring laptop, wireless connectivity and other infrastructure elements of the sales process are operating properly at all times; troubleshooting and correcting technical issues when they arise; incorporating knowledge of industry trends/cycles on results; and tracking activities and resource utilization in accordance with standards.
External Representative: 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 initiatives ; communicating Wolters Kluwer competitive advantage to customers in a compelling and articulate manner in verbal and written conversations and presentations; 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.
Communicates thoroughly with product, market management, professional services, sales, other pre-sales team members, and participates in regular 1:1 discussion’s with manager. Performs other special projects as directed by manager. May serve as an industry thought leader for sales or within the industry. Designs best practice approaches for showcasing new products and/or features and communicates and trains the sales team. Provides escalated support for team members. Maintains in-depth knowledge of multiple products.
Minimum: Bachelor’s Degree in marketing, business or related field or 5 years of B2B pre-sales or sales experience
Experience, Knowledge and Tools
Minimum Experience: 3+ years outside B2B sales or technical training experience in software industry, including:
Qualifying prospects for solution fit
Making in-person presentations to prospective clients to explain the business’ products and services and their alignment with the client’s needs
Using online presentation tools
Consistent achievement of sales goals
Troubleshooting and solving technical issues (connectivity, hardware, and software).
Financial industry experience/knowledge, particularly related to banking, securities and insurance.
Preferred Experience : 5+ years of B2B pre-sales experience, including:
Working within a multi-division organization
Consultative sales approach
Technical, software or on-line solutions sales
Presentations to high-level decision-makers
Sales process and activities
Extensive PC and technology components
Preferred Knowledge (includes minimum):
Financial institution regulatory compliance and/or risk
Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Tools and process enabling remote connection to internal systems
Sales management software; Salesforce preferred
Skills & Abilities
Speaking — Talking to others to convey information effectively
Persuasion — Persuading others to change their minds or behavior
Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times
Time Management — Managing one's own time and the time of others
Negotiation – Bringing others together and trying to reconcile differences
Service Orientation — Actively looking for ways to help people
Social Perceptiveness — Being aware of others’ reactions and understanding why they react as they do
Reading Comprehension — Understanding written sentences and paragraphs in work related documents
Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making
Initiative — Job requires a willingness to take on responsibilities and challenges
Independence — Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done
Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks
Persistence — Job requires persistence in the face of obstacles
Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations
Attention to Detail — Job requires being careful about detail and thorough in completing work tasks
Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace
Integrity — Job requires being honest and ethical
Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations
Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations
- Extensive travel required, 50%-75%.
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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