Sales Director, Elite Software Solutions
Thomson Reuters
Hong Kong, Hong Kong

Job Description

Role Purpose / Summary :

The role is responsible for selling the Elite enterprise financial management software portfolio into Law Firms across Asia (focus on China) and Middle East, Africa and Russia (MAR).

The incumbent will be required to work collaboratively across the sales function and with key stakeholders within the wider Thomson Reuters to exceed business targets through the creation and development of a solid pipeline and by meeting the needs of the customer.

The role is responsible for selling the Elite enterprise financial management software portfolio into Law Firms across Asia (focus on China) and Middle East, Africa and Russia (MAR).

There is a requirement to work collaboratively across sales functions and with a wider Thomson Reuters stakeholder group across to exceed business targets through effective pipeline creation and development of a strong pipeline by meeting the needs of customers.

Responsibilities :

Deliver high performance and establish Elite 3E as the leading provider of enterprise financial management software in Asia and MAR.

  • Drive new sales to grow market share and revenues
  • Identify opportunities and develop new leads through the utilisation of specialist knowledge and development of the sales process, producing customer-specific proposals and attending client meetings to build strong relationships
  • Product knowledge and demonstrations Maintain proficiency in all Elite products to deliver effective 3E solution demonstrations.
  • Schedule and perform successful 3E sales calls for targeted accounts to understand client needs and how our solution can help clients increase efficiency, profitability and better manage their business objectives.

  • Work collaboratively cross-functionally and with other teams to create the right solution that will enhance the customer experience as well as increase growth and revenue to achieve excellent business results
  • Encourage collaboration with in-country Sales Managers, Specialist team members and Account Managers to achieve a cohesive approach to key customers
  • Provide feedback and market requirements to strategic business units to drive product innovation and improve market competitiveness.
  • Achieve sales target for Elite software solutions through new business and cross sell opportunities
  • Represent Legal Professionals AEM at internal and external forums
  • Education and Experience :

  • Proven track record of successfully selling financial solutions into law firms and an excellent knowledge of the legal technology industry in general
  • Sales experience within the software solutions industry with proven record of results and clear wins’
  • Well networked across the legal technology industry in Asia and able to manage key relationships with law firm partners, law firm finance leaders and laws firms CIOs and CTOs and technology consultants
  • Excellent technical aptitude with a good understanding of software go to market strategies
  • Good understanding of general business and specifically legal department operations
  • Ability to effectively communicate and establish credibility and rapport with multiple levels of a client's organisation (C-Suite / CTO / CIO, Managing Partners, etc)
  • Can create customer value through selling highly complex solutions and is an expert managing contract negotiations
  • Excellent written and oral communication skills and proficient in Mandarin language
  • Fully competent in solution and consultative selling
  • Proficient Microsoft Office skill, particularly Word and Excel
  • Consistent over performer and handles stressful situations and deadline pressures well
  • Ability to build relationships, influence and gain resource from across the organisation
  • Drive results and create business growth through the ability to energize the team to fulfill customer requirements.
  • Personal Qualities :

  • Strong sales experience and interpersonal skills
  • Results driven and leads from the front
  • Excellent presentation and communication skills with the aptitude to articulate complex messages
  • Ability to build strong relationships and collaborate with others across a matrix environment.
  • Customer orientation, putting the customer at the forefront of the decision making process.
  • Advanced deal structure skills
  • Innovative and creative with the ability to think on your feet
  • Ability to travel at least 50% of the time
  • At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers.

    As a team, we believe in winning as one - collaborating to reach shared goals, and developing through challenging and meaningful experiences.

    With more than 25,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world.

    Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.

    As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex / gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law.

    Thomson Reuters is proud to be an Equal Employment Opportunity / Affirmative Action Employer providing a drug-free workplace.

    We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.

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