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Wolters Kluwer Director, Field Sales -SaaS in Renton, Washington

Research and Learning, US (CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, one of the world's leading providers of tax, accounting and audit information, solutions and services to accounting firms, corporate tax and auditing departments, federal and state government agencies, universities and libraries. Today, the tax and accounting profession is changing and the regulatory landscape is becoming increasingly complex, making it harder to ensure accuracy and effectiveness for clients. As the pace of that change accelerates, Wolters Kluwer continues to be at the forefront of advancement to ensure that tax and accounting professionals have real-time access to answers to complex questions about tax legislation, case law, tax rates and tax rules.

Our key solutions include the CCH® AnswerConnect research platform that helps streamline workflows, improve accuracy and efficiency, and give users unprecedented access to world-class content; CCH® Account Research Manager®, which provides tax and accounting professionals with all essential guidance they need to stay in compliance with GAAP, GAAS, and SEC rules and regulations; as well as CCH® CPELink, a convenient online self-study resource for tax and accounting professionals to complete their continuing professional education (CPE) requirements.

The Director, Field Sales will be responsible for driving new sales in excess of $15M from the North American Tax & Accounting portfolio, reporting to the Vice President of Sales – Research and Learning market for Wolters Kluwer. This position leads multiple regional sales teams focused on the Research and Learning Solutions in the Professional Accountants market, as well as Public/Private Corporations. A track record of hiring experienced and highly successful front-line sales managers is paramount to the position, as well as a history of working side-by-side with Product Management, Product Marketing, Sales Operations, Learning & Enablement and a Professional Client Services organization.

The ideal candidate will have proven success and experience in working side-by-side with customers to drive growth within SaaS solutions. The Director, Field Sales will be responsible for working with advanced metrics to drive the proper activity, penetration and balanced sales necessary to support and sustain Wolters Kluwer’s position as market-share leader in the Research and Learning segment. Additionally, the Director, Field Sales will promote “What Winning Looks Like” within the Research and Learning segment.

  • Candidates may be based from a remote home office location and must live within close proximity to a major airport within the U.S. *

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

  • Works closely with the Vice President of Sales, other sales leaders and product leaders within the Research and Learning segment to establish the strategy, goals, and actions necessary to achieve aggressive growth targets

  • Inspires the Sales team to work in unison toward a shared vision

  • Develops strategies and tactics for increasing market share within new accounts, while expanding the share of wallet in existing accounts

  • Accurately forecasts and drives accountability to the anticipated monthly, quarterly and annual revenue of software products and services

  • With the support of Sales Operations, establishes clear sales and activity metrics and benchmarks for measuring progress and ensuring consistent performance across the sales team

  • With the support of Sales Operations, establishes territories and regions that support balanced performance across the Research and Learning segment

  • Seeks continuous improvement in staff capabilities and provides ongoing coaching and development opportunities for sales reps and managers

  • Works closely with all other departments to leverage the total capabilities of the company in creating a winning go-to-market strategy and flawless execution

KEY QUALIFICATIONS

Education:

Bachelor’s Degree from 4-yr. college/university or equivalent relevant work experience; MBA preferred

Minimum Experience:

  • 5+ years' sales leadership and a proven track record in sales management with significant experience hiring and leading sales managers in a national setting

  • Strong track record of hiring and growing exceptional sales teams

  • Hands-on experience strategizing and negotiating complex sales deals with intangible products (SaaS/software preferred)

  • Ability to operate at both a strategic/conceptual level and at a detailed, operational level

  • Metrics driven; highly disciplined process orientation

  • Outstanding communication, presentation, networking, and organizational skills

  • Proven ability to perform in a consultative, collaborative manner and engender trust and cooperation from colleagues and stakeholders

  • Engaging leadership style that builds and sustains credibility with staff, colleagues, clients and other stakeholders

  • Must be authentically honest and ethical

  • Possesses strong will to achieve-- passionate, energetic, and results-focused

Other Knowledge, Skills, Abilities or Certifications :

  • Proficiency with Salesforce.com or other comparable CRM application

  • Possess expert knowledge in sales best practices/methodologies and demonstrated ability to stay current on industry & market trends

  • Advanced interpersonal skills with demonstrated ability to work and lead cross-functionally and develop strong relationships with internal/external constituents including C-level executives

  • Advanced active listening skills

  • Strong strategic thinking and analytical skills, including demonstrated ability to develop innovative and effective strategies

  • Excellent facilitation skills and ability to influence--proven success in matrix organizations with corresponding influencing and communications skills. Drives for collaboration in conjunction with shared goals & objectives

  • Advanced written and verbal communication skills including preparing and presenting complex information to senior management and large groups. Must be able to communicate effectively and frequently with transparency

  • Demonstrated ability to transform an organization to ensure the right talent and capabilities exist and are aligned in an effective organizational structure;attracts and hires top talent; ensures effective onboarding/training and performance management strategies are implemented to manage and retain top talent; acts quickly on non-performance

  • Exceptional organizational skills--must show evidence of successfully implementing strategies and the ability to manage multiple complex initiatives simultaneously while remaining focused

  • Thorough understanding of financial concepts including revenue projections, forecasting, costing, budgeting, etc.

  • Defines roles, required capabilities, and optimal organization structure for the team to perform at or above target levels; regularly assesses talent on results & potential; takes aggressive actions to ensure the organization has the right talent and capabilities; develops future leaders and maintains the ability to create a trusting and respectful environment that celebrates individual and cultural differences

  • Leads, inspires and manages talent; sets effective goals/objectives and measures and rewards high performance

TRAVEL

  • Up to 50% to various locations and work in the field with customers, managers and reps

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.

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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