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Wolters Kluwer Field Sales Executive, Cloud Solutions in Boston, Massachusetts

Wolters Kluwer Tax & Accounting North America is looking for a Field Sales Executive to join our Mid-to-Large Firm team in a remote home office in the Midwest !

Wolters Kluwer Tax & Accounting US (CCHGroup.com) is a leading provider of tax, accounting and audit information, software and services, and is a division of Wolters Kluwer, a market-leading global information services company. It has served tax, accounting and business professionals since 1913. Among its market-leading solutions are The CCH® ProSystem fx® Suite, CCH Axcess™, CCH® IntelliConnect®, CCH® IntelliConnect Direct, CCH® Accounting Research Manager® and the U.S. Master Tax Guide®. Wolters Kluwer Tax & Accounting US is based in Riverwoods, IL, with key office locations in Dallas, Wichita, New York, Washington, D.C., Chicago and Torrance.

The digital future has arrived and the tax and accounting professions are changing rapidly. Professionals today have different needs, expectations and capabilities. In addition to accuracy, they need greater mobility, simplicity and speed. These needs place a premium on access to active intelligence, agile systems and integrated workflow solutions -- in short "Best in Process" solutions. This is precisely the value that Wolters Kluwer, Tax & Accounting US delivers to professionals.

The TAA Field Sales Executive for Wolters Kluwer Tax & Accounting has primary responsibility for driving profitable sales growth within an assigned established account base of CPA firms that meets or exceeds sales goals. CCH Field Sales Executive activities include: learning and staying informed on the complex and comprehensive Tax & Accounting product line; following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities.

* Ideal candidates may be based from a remote home office location anywhere in OH or Detroit, MI*

ESSENTIAL JOB RESPONSIBILITIES

  • Learns full line of Tax & Accounting products including: features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and fully engaging in training program for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline

  • Learns and executes the sales process for Tax & Accounting products and services by staying fully informed of the prescribed sales process and meets or exceeds sales quotas

  • Manages assigned account list that supports a healthy sales pipeline by reviewing target list provided; organizing customers by segment and opportunity (e.g., size, type of firm); researching contact information for decision-makers and influencers; building daily and weekly calling lists, making corresponding calls; and maintaining information within Salesforce CRM in accordance with timing and content standards

  • Drives new account/customer development to meet weekly, monthly, and annual sales goals and conducts prospecting/introductory calls with sufficient volume to establish full calendar of in-person/virtual meetings; participates in industry meetings, trade shows and sales meetings; and conducts group presentations to generate interest in products and services

  • Maintains and grows existing customer business to meet weekly, monthly and annual sales goals by contacting or meeting with existing clients with appropriate regularity to stay informed of their business needs, and the value provided by existing WK solutions

  • Contributes to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; works with Product Managers to translate unmet client requirements into business and functional specifications; manages client expectations on the timing, delivery and scope of product enhancements

  • Improves TAA market share within the territory by identifying departments/business lines in target accounts using competitive products and engaging the client account at the management and executive level to identify business issues

  • Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity and grouping activities logically (e.g., in-person meetings in the same locale on the same or consecutive days)

  • Collaborates with colleagues to exchange information such as selling strategies and marketing information

  • Works with other sales personnel and Division Sales Manager to address account/channel conflicts in a professional manner

  • Develops an Annual Business Plan based on accurate pipeline predictions, mid-year business update, weekly reports and quarterly forecasts

  • Engages in weekly communication with Divisional Sales Manager

KEY QUALIFICATIONS

Education:

Bachelor's Degree in Business, Accounting, Marketing, or related field; OR, if no degree, 6+ years of software/SaaS field sales experience.

Minimum Experience:

5 or more years of B2B sales experience, including:

  • Developing and qualifying prospect lists

  • Consistently achieving/exceeding quotas and goals

  • Developing and executing business plans and forecasts

  • Translating contacts gained through extensive networking into legitimate business opportunities

  • Making in-person presentations to prospective clients to explain the business' products and services and their alignment with the client's needs

  • Proficiency with MS Office Suite (Word, excel, PowerPoint, Outlook & Teams)

  • Experience with CRM tools (i.e. Salesforce.com; Saleslogix)

Preferred Experience:

5 or more years sales experience with on-premise/cloud software/SaaS business application or content information

  • Consistent President’s/Chairman’s Club Achiever and/or multiple sales performance awards

  • Prior Tax & Accounting industry sales or relevant work experience

  • Working knowledge of tax and/or accounting concepts and terminology

  • Working within a multi-division organization with various sales channels

Other Knowledge, Skills, Abilities and Certifications:

  • Demonstrated proficiency with a consultative sales approach

  • Ability to work independently with a minimum amount of oversight

  • Formalized sales training (e.g. Challenger Sales, Miller Heiman)

  • Advanced written and verbal professional communication skills

  • Detail-oriented and ability to handle multiple top priorities

  • Ability to function in a fast-paced, collaborative and matrixed organization

  • Strong work ethic and passion for excellence

  • Ability to work flexible schedule

  • Excellent facilitation skills and ability to influence--drives for collaboration but not necessarily consensus

TRAVEL REQUIREMENTS

  • Domestic travel to client sites, up to 50% of work time within territory

  • Ability to travel independently and overnight

  • Ability to travel by air

  • Must have valid driver's license

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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