Senior Director, Enterprise Account Management

Location - Madrid

French/ Spanish or Dutch native plus fluent English required


Thomson Reuters is a global leader in providing essential news information and software solutions to the worlds professionals enabling them to make informed decisions and run better businesses. Our Trade Tax and Legal Software division is dedicated to delivering cutting-edge solutions that empower professionals and businesses to navigate the complexities of tax trade and legal compliance and reporting with confidence and ease.


About The Role

Leadership and Strategic Planning:

• Develop and implement a comprehensive account management strategy and business plan aligned with the Corporates segments strategy in collaboration with cross-functional teams.

• Lead the strategy and drive operational excellence in an assigned territory or market segment.

• Oversee the development and execution of strategic account plans to achieve sales targets drive growth maximize revenue from existing customers and expand the customer base.

• Act as a customer advocate within the company championing their needs and fostering a customer-centric culture.

• Build (where applicable) lead mentor and manage a high-performing account management team fostering a positive and results-oriented environment that promotes collaboration.

• Establish clear goals KPIs and performance metrics for the team providing regular feedback and coaching to drive individual and team success.

• Accurate and timely forecasting for assigned territory or market segment.

• Provide market and competitor feedback to inform and influence pricing strategies for new products existing portfolio and customer retention.

• Develop next generation of leaders through effective coaching on skills and mindset/leadership attributes.

• Identify key competitors in designated regions and potential acquisition targets to inform central strategy teams.

Customer Acquisition and Growth:

• Develop and drive new customer acquisition and expansion through strategic sales initiatives and account-based marketing campaigns.

• Lead the team in identifying pursuing and closing new sales/new logo opportunities within an assigned territory or market segment.

• Identify and capitalize on upsell and cross-sell opportunities within the existing customer base driving revenue growth and deeper customer relationships.

• Drive the sales and renewal process for existing customers ensuring high retention rates and proactively identifying and addressing any risks to customer retention.

• Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.

• Establishing strategic partnerships to drive growth and success in collaboration with the Partnership & Alliances team.

Customer Relationship Management:

• Foster strong long-term relationships with key customers and stakeholders building trust and credibility through consistent communication and exceptional service.

• Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively.

• Collaborate with the Customer Success Leader to ensure a seamless customer experience contributing to customer retention and expansion of the full product portfolio.

Customer Engagement:

• Actively participate in customer meetings and presentations to support complex sales opportunities and provide valuable insights.

• Collaborate closely with customers to thoroughly understand their business needs challenges and goals.

• Present tailored solutions to customers demonstrating how our products and services can effectively address their specific problems and drive value.

• Participate in key customer business meetings to ensure alignment with customer goals and objectives demonstrating a deep understanding of their business.

• Collaboration with Solution Consultants and Professional Services:

• Partner effectively with solution consultants/ pre-sales team to develop tailored solutions that precisely meet customer needs and requirements.

• Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions guaranteeing customer satisfaction.

Partnerships & Alliances Collaboration:

• Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners.

• Participate in joint strategic account planning sessions with the sales team and targeted partners fostering strong relationships and maximizing partner engagement.

• Develop strong relationships with key partners ensuring that the partner attach metric is consistently met or exceeded.

Product Marketing and Strategy:

• Partner and collaborate with Industry & Product Specialists to use market knowledge and influence to develop and execute impactful product marketing campaigns to achieve pipeline coverage metrics.

• Provide valuable input on marketing materials ensuring they accurately represent product capabilities and align with overall sales strategies.

• Partner with Industry & Product Specialists to identify and develop compelling customer success stories and case studies to highlight the value of our solutions.

• Gather and analyze feedback from account managers customers and the market including competitor activities to inform the product development roadmap.

• Contribute to the prioritization of features and continuous improvement of our solutions and processes based on market feedback and customer needs.

• Provide valuable input and influence into M&A strategy and due diligence for prospective targets leveraging market knowledge and customer insights.

Performance Management and Reporting:

• Closely monitor analyze and report on key performance metrics including sales targets renewal rates and customer satisfaction to track progress and identify areas for improvement.

• Provide regular reports updates and other information on account management activities and outcomes to executive leadership ensuring transparency and accountability.

• Continuously assess and improve processes to enhance efficiency continued improvement and effectiveness of the account management team.

• Provide visibility through a Quarterly Business Review (QBR) focus including financial performance talent overview and summarizing opportunities for growth risks and mitigation actions.

Key Success Measures:

• Sales Performance:Total Revenue Team Quota Achievement Average Deal Size Win Rate Sales Cycle Length Revenue Growth Upsell/Cross-sell Revenue Net Dollar Retention Customer Lifetime Value (CLTV) Customer Acquisition Cost (CAC) to CLTV Ratio Partner Attach Rate New customer acquisition.

• Customer Relationship Management:Customer Satisfaction Customer Retention Net Promoter Score (NPS) Customer Health Score Customer Churn Rate Customer Referrals and Case Studies

• Leadership and Operational Efficiency:Account Manager Productivity Strategic Account Planning Operational Excellence Team Morale and Turnover Team Development

About You

To be our Snr. Director Enterprise Account Management you will likely have/be:

• A proven track record in sales with at least 10 years in a sales leadership role managing sales teams within complex software solutions environment ; financial tax and trade legal software solution sales experience preferable.

• Significant experience meeting and exceeding sales/revenue goals.

• Experience dealing globally with FTSE 100 & Fortune 1000 level clients globally

• Excellent client relationship management skills including influencing and building relationships with a wide range of stakeholders including at C-Level and Department Head.

• A problem solver with imagination to structure creative solutions in line with client needs

• A strong track record of recruiting developing and retaining a high performing sales organization

• Entrepreneurial and results driven approach; innovative passionate self-starter.

• Flexibility in adjusting to new different and changing business requirements and decisions. Ability to successfully lead in a dynamic changing environment and able to work in a matrix organisation through strong influencing skills..

• Proven ability to lead senior sales teams and the specific demands of managing tenured and experienced people to drive a positive and team led culture

• Tech Savvy: Proficiency in using CRM software and other sales tools to manage and track performance and to accurately forecast deals

• Strong strategy and strategy execution skills.

• A talented leader who can motivate and engage teams and individuals to deliver exceptional performance.

• As part of the Europe leadership team you will need to be a team player sharing ideas and best practice to support our success as a regional team.

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Whats in it For You

About Us

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.

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