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About the Role

This account manager position leads the migration of existing Thomson Reuters Corporate SMB customers to CoCounsel, working a defined list of assigned target accounts from first conversation through completed migration. You will be expected to meet/exceed migration and customer engagement activity targets, focusing on account outreach, discovery conversations, and migration progression. This role supports the efforts of the SMB Corporates organization within Thomson Reuters Legal by accelerating CoCounsel adoption across our existing customer base. It requires a seasoned, consultative seller who can quickly diagnose customer workflows, articulate CoCounsel's value, overcome resistance to change, and guide accounts through a smooth upsell transition.

Responsibilities

Achieve and exceed monthly and annual migration quotas, measuring accounts migrated within set KPI’s and sales processes
Proactively engage decision-makers and end users at assigned accounts using outbound calls, emails, and LinkedIn Sales Navigator to schedule discovery and migration conversations
Gather and log all call information, migration orders, and account activity within Salesforce, Thomson Reuters CRM system, correctly and accurately, ensuring migration status and stage are tracked for every target account
Develop and deliver accurate migration forecasts and account-level progress reporting against the target list
Identify and escalate migration risks (contract and renewal timing, technical or adoption blockers) and build account-specific plans to resolve them
Assume other responsibilities as required or requested by Sales Management
Own a defined list of existing Corporate SMB target accounts and drive each account from initial outreach through completed transition to CoCounsel
Serve as the trusted advisor for each assigned account through the migration, using consultative discovery to map current workflows to CoCounsel capabilities and demonstrate clear value
Work with organizations (Customer Success, Onboarding and Training, Product Specialists, Order Fulfillment, Customer Service, etc.) throughout Thomson Reuters to ensure migrations are executed efficiently and accurately and customer issues are resolved in a timely manner
Actively contribute to and works responsibly in a team environment, including collaborating with Account Managers and key stakeholders who own the broader customer relationship
Capture customer feedback, objections, and competitive insights from conversations and share them to refine playbooks and product strategy
Maintain expert knowledge of CoCounsel and the legacy products being migrated, along with migration programs and incentives within the sales division
Actively participate in meetings, training sessions and individual professional development and skill building

Requirements

Minimum of 4 years of B2B sales experience with a consistent record of quota attainment, ideally including customer conversions, incremental sales, renewals, or technology transitions
Proven ability to manage a defined book of accounts and drive change with existing customers; outbound outreach experience required
Pipeline management skills in the CRM environment required – Salesforce.com experience strongly preferred
Proficient in Microsoft Office applications; including ability to demonstrate online products using web-based tools (Microsoft Teams, Zoom, WebEx, etc.)
Excellent verbal and written communication skills
Ability to negotiate migration terms, pricing, and timelines with customers within set parameters
Demonstrated knowledge of proper telephone etiquette and professional attitude and integrity
Ability to manage multiple concurrent migrations and prioritize effectively across the assigned target list

Skills

Salesforce.com
Microsoft Office applications
Microsoft Teams
Zoom
WebEx
AI
SaaS
legal technology solutions
Legal industry knowledge

Location

Work Type

Work from anywhere for up to 8 weeks per year

Experience Level

Minimum of 4 years of B2B sales experience

Education Level

College Degree in business, sales or related field strongly preferred

Salary/Compensations

$136,500 USD - $253,500 USD

Benefits

Flex My Way workplace policies
Work from anywhere for up to 8 weeks per year
Grow My Way programming
Skills-first approach
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing
Two paid volunteer days off annually
Market competitive health, dental, vision, disability, and life insurance programs
Competitive 401k plan with company match
Competitive vacation, sick and safe paid time off
Paid holidays
Parental leave
Sabbatical leave
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
Access to Employee Stock Purchase Plan

About the Company

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions.
We serve professionals across legal, tax, accounting, compliance, government, and media.
Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency.
Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments.
At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them.
Join us and help shape the industries that move society forward.

Equal Opportunity

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business 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 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.