Industry Sales Specialist
As an Industry Specialist, this position will play a crucial role in enhancing Thomson Reuters presence and market growth in the Oil and Gas industry vertical. You will be responsible for providing a deep knowledge of industry trends, challenges, and the competitive landscape in partnership with the product portfolio and marketing teams.
About the Role:
In this opportunity you will:
Sales Strategy and Support:
- Maintain deep knowledge of industry trends, challenges, and competitive landscape within the assigned vertical.
- Partner with enablement team to develop and deliver training programs and materials to educate account managers on the industry, sales strategies, sales tools, competitive intelligence, and best practices to drive successful customer engagements.
- Provide ongoing support and mentorship to go to market teams, addressing industry- queries and challenges.
- Collaborate with the sales team to develop and refine industry-specific sales strategies, plans, and tactics, including target segmentation, competitive analysis, and value proposition development
- Assist in the preparation of sales presentations, proposals, and demonstrations.
- Conduct market analysis to identify opportunities and threats, providing insights to the sales team.
Customer Strategy:
- May participate in customer meetings and presentations to provide industry expertise and support complex sales opportunities.
- Work directly with customers to understand their business needs and challenges to drive revenue growth and deeper customer relationships as a partner to customers in oil and gas.
- Act as an industry advocate within the company partnering with product development and product marketing to develop and execute product marketing campaigns.
- Identify and develop whitepaper and case studies to highlight the value of our solutions to customers in oil and gas .
Partnerships & Alliances Collaboration:
- Partner with the sales team and the Partnership & Alliance team to develop and execute GTM campaigns with partners.
- Participate in joint strategic account planning sessions with the sales team and targeted partners, develop relationships with key partners, and ensure that the partner attach metric is met/exceeded for the targeted industry
- Provide input on marketing materials, ensuring they accurately represent product capabilities and align with sales strategies.
Product Roadmap
- Gather and analyze feedback from account managers, customers and the market to inform the product development team to influence the product roadmap, contribute to the prioritization of features, and continuously improve our solutions and processes
- Provide input into M&A strategy and due diligence for prospective targets
About You:
You're a fit for the role if you have:
- Bachelor degree or equivalent experience
- 10+ years with broad business knowledge to include sales, product management, or marketing of software products in the global market.
- Experience in strategic planning using SWOT analysis, benchmarking, and balanced scorecards to analyze market data, feedback, and sales performance to inform strategies and decisions.
- To include 5+ year of industry-specific knowledge of oil and gas market trends, challenges and opportunities to identify and evaluate new business opportunities in the oil and gas sector
- Experience and proven success at leading complex, strategic negotiations, and delivery on subsequent agreements
- Excellent ability to develop and manage relationships with complex and large global accounts
- Resourceful and highly organized self-starter with the ability to juggle multiple priorities and operate successfully in a complex, dynamic, fast paced, highly collaborative, and continuously evolving environment.
- Demonstrated TR skills and mindsets
- Ability to successfully partner and leverage supporting team of Sales Consultants, Lead Generation, Professional Services, Product Development and Marketing.
Skills & Mindset:
- Customer Obsessed: Dedicated to deeply understanding and fulfilling customer needs, exceeding expectations, and building strong, long-term relationships.
- Growth Mindset: Continuously seeks opportunities for learning and development, embraces feedback, and is adaptable to change.
- Customer Focus: A customer-centric mindset with a commitment to providing exceptional service.
- Leadership: Proven ability to inspire, motivate, and guide teams to achieve ambitious goals. Provides clarity, energy, and drive for success through indirect influence
- Industry/Product/Services Knowledge: Industry expertise and understanding of AI and software technology products and services. Ability to quickly learn and adapt to new products and services.
- Account Management: Demonstrated ability to execute a strategic account management process that focuses on building and maintaining relationships with key customers to ensure their satisfaction, retention, and drive business growth, leading to customer loyalty, advocacy and long-term revenue.
- Solution Selling: Ability to execute a consultative sales approach that focuses on understanding customers’ needs and pain points and provides specific recommendations regarding products and services to address those needs and pain points.
- Sales Acumen: Strong grasp of sales processes and strategies, with the ability to develop compelling value propositions that address customer use cases with solutions from the product portfolio.
- Problem Solving: Proven ability to find solutions to difficult or complex issues by defining the problem, determining the cause of the problem, identifying/prioritizing/selecting alternatives and then implementing the chosen solution.
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What's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:
Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.
Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.
Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.
Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.
Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.
Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The location(s) for this role include one or more of the following states: CA, CO, CT, IL, NV, TX, WA and/or remote. The target total cash compensation range for the role in any of those locations is $238,000 - $442,000. The target total cash compensation range in other locations may vary. This is inclusive of both base pay and any target sales incentive. Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.
This job posting will close 12/07/2024.
Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.
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Accessibility
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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