Acquisition Sales Specialist - AI Solutions

About the Role

As an Acquisition Sales Specialist - AI Solutions, you will focus on selling CoCounsel solutions to new acquisitions, primarily small law firms with one to ten attorneys in an assigned territory. This role involves meeting and exceeding sales and outbound activity targets, with an emphasis on calls, and achieving a defined sales quota for new customers. You will support the growth of Practical Law and CoCounsel Solutions within the Small Law Firm organization at Thomson Reuters Legal.

• Focus daily effort on selling to new small law firm customers within an assigned territory.
• Achieve and exceed monthly and annual sales quotas through negotiations and product offerings within set parameters.
• Meet outbound prospecting and opportunity creation goals using tools such as outbound calls, emails, and LinkedIn Sales Navigator.
• Gather and log all call information, sales orders, and profile activity in Salesforce, ensuring proper marketing sources are credited.
• Develop and deliver accurate sales forecasts.
• Manage some inbound leads, prospect for new opportunities, and apply superior sales acumen to win competitive opportunities through consultative and solution-based selling.
• Assume other responsibilities as required or requested by Inside Sales Management.

Relationship Management

• Build, maintain, and enhance client experiences through consultative conversations, leading questions, and superior product knowledge.
• Work with internal organizations (Order Fulfillment, Credit, Customer Service, etc.) to ensure efficient and accurate handling of customer accounts and timely resolution of issues.
• Actively contribute to and work responsibly in a team environment, collaborating with Field Sales Reps and Full Inside Sales Executives.
• Obtain customer and competitive information during daily contacts and distribute as appropriate to develop sales strategies.
• Maintain a working knowledge of company products, special sales programs, and marketing efforts within the sales division.
• Actively participate in meetings, training sessions, and individual professional development and skill-building.

Requirements

• Minimum of 2 years of successful sales quota attainment experience.
• College degree in business, sales, or a related field strongly preferred.
• Experience in a prospecting/cold calling environment required.
• Strong organizational and time management skills with the ability to embrace change.
• Pipeline management skills in a CRM environment; Salesforce.com experience strongly preferred.
• Proficient in Microsoft Office applications and ability to demonstrate online products using web-based tools (WebEx, GLANCE, Oovoo, Skype, etc.) via telephone.
• Excellent verbal and written communication skills.
• Ability to negotiate products, solutions, and price with customers.
• Demonstrated knowledge of proper telephone etiquette and professional attitude and integrity.
• Legal industry knowledge or experience is a plus.
• Ability to multi-task between the phone and computer for 8 hours per day.

Benefits

• Flexibility & Work-Life Balance: Flex My Way policies support managing personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
• Career Development and Growth: Culture of continuous learning and skill development with Grow My Way programming and a skills-first approach.
• Industry Competitive Benefits:
  • Comprehensive benefit plans including flexible vacation, two company-wide Mental Health Days off, and access to the Headspace app.
  • Retirement savings with company match, tuition reimbursement, and employee incentive programs.
  • Resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized for inclusion and belonging, flexibility, work-life balance, and values-driven environment.
• Social Impact: Two paid volunteer days off annually and opportunities for pro-bono consulting and ESG initiatives.
• Additional Benefits:
  • Market competitive health, dental, vision, disability, and life insurance programs.
  • Optional hospital, accident, sickness, life, and AD&D insurance paid 100% by the employee.
  • Flexible Spending and Health Savings Accounts, fitness reimbursement, and Employee Assistance Program.
  • Group Legal and Identity Theft Protection benefit paid 100% by the employee.
  • Access to 529 Plan, commuter benefits, Adoption & Surrogacy Assistance, and Tuition Reimbursement.
  • Employee Stock Purchase Plan.

Pay

The target total cash compensation range for this role is $136,500 USD - $253,500 USD, inclusive of base pay and any target sales incentive. Pay is positioned within the range based on individual knowledge, skills, and experience, with consideration given to internal equity.