Senior Major & Strategic Account Executive, Enterprise Software Remote

Wolters Kluwer • Full-time • Remote (California, United States, US) • 1w ago

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.

As a Senior Major & Strategic Account Executive for Wolters Kluwer Tax & Accounting, you will manage high-profile strategic accounts, leveraging your deep understanding of business and client needs to drive significant revenue growth. Your expertise will guide team efforts, and your authority in negotiations will be critical in securing major deals. You will report to the Director, Major & Strategic Accounts – Tax & Accounting North America. Specific job responsibilities are outlined below:

YOU WILL:

Build and sustain long-term relationships with high-profile clients
Identify and secure new business opportunities with major accounts
Develop comprehensive proposals and strategic sales plans
Oversee seamless coordination between clients and internal teams for enhanced service delivery
Proactively monitor and address client satisfaction and service improvements
Analyze complex client data to inform and adjust sales strategies
Lead strategic discussions in sales meetings and strategy sessions
Resolve high-level client issues with minimal supervision
Strategize and drive major lead generation and marketing campaigns
Negotiate high-impact product/service terms with broad discretion and authority

YOU HAVE:

Education:

BS/BA degree in a business-related field. Or if no degree, min. 7 years relevant sales experience

Minimum Experience:

6 or more years of direct, B2B field sales experience with Enterprise SaaS/Software solutions working with National or Strategic accounts
Demonstrated track record of consistently achieving/exceeding sales quotas and goals
Proficiency with the consultative sales approach; experience conducting effective needs assessment (e.g. matching products to specific client workflows); developing and executing business plans and forecasts; making in-person or virtual (MS Teams, Zoom, etc.) presentations to clients to explain the business' products and services and their alignment with the client's needs
Understanding of selling complex professional products and services working with key stakeholders to deliver customized products or services
Versed in developing strategic sales plans and contract negotiations
Work experience within a multi-division organization with various sales channels (e.g. matrix sales organization)
Proficiency with Salesforce.com or other comparable CRM applications
Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module).

Preferred Experience:

Sales experience selling SaaS/Software solutions and services to the Tax and Accounting industry
Working knowledge of tax and/or accounting concepts and terminology, and understands the inner workings of an accounting firm and the accounting profession
Consistent Club/Performance award achiever

Other Knowledge, Skills, Abilities or Certifications:

Deep Business Insight: Extensive understanding of business practices and financials
Strategic Client Management: Advanced proficiency in managing key client relationships
High-Level Negotiation: Ability to negotiate terms with considerable autonomy
In-Depth Data Analysis: Skill in analyzing and interpreting complex data
Persuasive Presentation: Expertise in impactful presentations
Cross-Functional Leadership: Ability to lead coordination between diverse teams
Comprehensive Sales Knowledge: Mastery of sales strategies and practices
High-Level Issue Resolution: Proficiency in resolving sophisticated client issues

TRAVEL

Up to 20% annually (10-20 client visits a yr.) not including sales meetings

LI-Remote

Compensation:

Target salary range CA, CT, CO, HI, NY, WA: $117,500-$164,700

This role is eligible for Commission.

Additional Information:

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.