Senior Field Sales Manager, SaaS Remote

About the position You may work from a remote home office location anywhere in the Pacific or Mountain Time Zones Research & Advisory, US (CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, one of the world's leading providers of tax, accounting and audit information, solutions and services to accounting firms, corporate tax and auditing departments, federal and state government agencies, universities and libraries. Today, the tax and accounting profession is changing and the regulatory landscape is becoming increasingly complex, making it harder to ensure accuracy and effectiveness for clients. As the pace of that change accelerates, Wolters Kluwer continues to be at the forefront of advancement to ensure that tax and accounting professionals have real-time access to answers to complex questions about tax legislation, case law, tax rates and tax rules. Our key solutions include the CCH® AnswerConnect research platform that helps streamline workflows, improve accuracy and efficiency, and give users unprecedented access to world-class content; CCH® Account Research Manager®, which provides tax and accounting professionals with all essential guidance they need to stay in compliance with GAAP, GAAS, and SEC rules and regulations; as well as CCH® CPELink, a convenient online self-study resource for tax and accounting professionals to complete their continuing professional education (CPE) requirements. As a Senior Field Sales Manager for Wolters Kluwer Research & Advisory, you will have primary responsibility for driving profitable sales growth in assigned accounting firms or corporations within a geographic territory that meets or exceeds sales goals. You will report to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America. Specific responsibilities and requirements are as follows: What you’ll be doing: Master Product Knowledge Develop deep expertise in the full line of Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning through structured training and self-guided learning. Execute the Sales Process Apply the prescribed sales methodology to effectively position products and services, ensuring alignment with customer needs and business goals. Manage and Grow Accounts Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and accurate information. Drive New Business Development Meet sales goals through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations to generate interest and close deals. Retain and Expand Existing Business Engage regularly with current clients to understand evolving needs, reinforce the value of existing solutions, and identify opportunities for upselling or cross-selling. Apply a Consultative Sales Strategy Build strong relationships and deliver tailored solutions by thoroughly assessing customer needs, fostering long-term satisfaction, loyalty, and growth. Support Product Development and Issue Resolution Identify gaps in current offerings, collaborate with product teams to translate client feedback into actionable specifications, and manage expectations around enhancements. Increase Market Share Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position WK solutions as strategic answers. Optimize Time and Resources Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and coverage. Collaborate Across Teams Share insights, strategies, and market intelligence with colleagues, and work constructively with sales leadership to resolve account conflicts. Develop Strategic Plans Create and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

Responsibilities

• Master Product Knowledge Develop deep expertise in the full line of Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning through structured training and self-guided learning.
• Execute the Sales Process Apply the prescribed sales methodology to effectively position products and services, ensuring alignment with customer needs and business goals.
• Manage and Grow Accounts Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and accurate information.
• Drive New Business Development Meet sales goals through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations to generate interest and close deals.
• Retain and Expand Existing Business Engage regularly with current clients to understand evolving needs, reinforce the value of existing solutions, and identify opportunities for upselling or cross-selling.
• Apply a Consultative Sales Strategy Build strong relationships and deliver tailored solutions by thoroughly assessing customer needs, fostering long-term satisfaction, loyalty, and growth.
• Support Product Development and Issue Resolution Identify gaps in current offerings, collaborate with product teams to translate client feedback into actionable specifications, and manage expectations around enhancements.
• Increase Market Share Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position WK solutions as strategic answers.
• Optimize Time and Resources Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and coverage.
• Collaborate Across Teams Share insights, strategies, and market intelligence with colleagues, and work constructively with sales leadership to resolve account conflicts.
• Develop Strategic Plans Create and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

Requirements

• Bachelor’s degree or equivalent relevant experience.
• 3+ years of B2B sales experience, including formal sales training or internal WK sales experience.
• Developing and qualifying prospect lists.
• Consistently meeting or exceeding sales quotas and performance goals.
• Creating and executing business plans and accurate forecasts.
• Applying a consultative sales approach to uncover customer needs and deliver tailored solutions.
• Turning networking contacts into viable business opportunities.
• Delivering effective product presentations, both virtually and occasionally in person, aligned with client needs.

Nice-to-haves

• Proven success in an inside or virtual sales role.
• 5+ years of B2B sales or account management experience, ideally with on-premise software, SaaS business applications, or information services.
• Recognition for top performance, such as President’s Club, Chairman’s Club, or other sales achievement awards.
• Experience navigating multi-divisional organizations and working across various sales channels.
• Prior sales experience in the Tax & Accounting industry.
• Familiarity with Tax and/or Accounting concepts and terminology.
• Ability to work independently with minimal supervision.
• Formal sales training (e.g., Challenger Sales or similar methodologies).
• Advanced written and verbal communication skills.
• Strong attention to detail and ability to manage multiple high-priority tasks.
• Comfortable operating in a fast-paced, collaborative, and matrixed environment.
• High level of professionalism, strong work ethic, and commitment to excellence.
• Flexibility to work extended hours when needed.
• Excellent facilitation and influencing skills—able to drive collaboration without requiring consensus.

Benefits

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

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