Senior Major & Strategic Account Executive, Enterprise Software

Wolters Kluwer is a global provider of innovative, integrated and customer-focused solutions that support the workflow of CPAs, corporate tax and accounting departments, and auditors; enabling growth, enhancing productivity and increasing profitability. Our research products with expert analysis and content, combined with best-in-class software applications allow our customers to turn information into action.

The Tax and Accounting division in Canada is experiencing growth in new product development and in market reach of our award-winning software products. Our professional tax preparation software is the gold standard used in all top 30 accounting firms. We also provide leading online tax research solutions used by the CRA and a suite of integrated and intuitive software that is the only complete office solution available in the Canadian market.  

As a Senior Major & Strategic Account Executive for Wolters Kluwer Tax & Accounting, you will manage high-profile strategic accounts, leveraging your deep understanding of business and client needs to drive significant revenue growth. Your expertise will guide team efforts, and your authority in negotiations will be critical in securing major deals in the Canadian market. You will report to the Director, Major & Strategic Accounts – Tax & Accounting North America. Specific job responsibilities are outlined below:

YOU WILL:

• Build and sustain long-term relationships with high-profile clients • Identify and secure new business opportunities with major accounts
• Develop comprehensive proposals and strategic sales plans
• Oversee seamless coordination between clients and internal teams for enhanced service delivery
• Proactively monitor and address client satisfaction and service improvements
• Analyze complex client data to inform and adjust sales strategies
• Lead strategic discussions in sales meetings and strategy sessions
• Resolve high-level client issues with minimal supervision
• Strategize and drive major lead generation and marketing campaigns • Negotiate high-impact product/service terms with broad discretion and authority

YOU HAVE:

Education:

BS/BA degree in a business-related field; Or if no degree, min. 8 years relevant sales experience.  MBA is preferred

Minimum Experience:

• 7 or more years of direct, B2B field sales experience with Enterprise SaaS/Software solutions working with National or Strategic accounts
• Demonstrated track record of consistently achieving/exceeding sales quotas and goals
• Proficiency with the consultative sales approach; experience conducting effective needs assessment (e.g. matching products to specific client workflows); developing and executing business plans and forecasts; making in-person or virtual (MS Teams, Zoom, etc.) presentations to clients to explain the business' products and services and their alignment with the client's needs
• Understanding of selling complex professional products and services working with key stakeholders to deliver customized products or services
• Versed in developing strategic sales plans and contract negotiations
• Work experience within a multi-division organization with various sales channels (e.g. matrix sales organization)
• Proficiency with Salesforce.com or other comparable CRM applications
• Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module).

Preferred Experience:

• Sales experience selling SaaS/Software solutions and services to the Tax and Accounting industry
• Working knowledge of tax and/or accounting concepts and terminology, and understands the inner workings of an accounting firm and the accounting profession
• Consistent Club/Performance award achiever

Other Knowledge, Skills, Abilities or Certifications:

• Deep Business Insight: Extensive understanding of business practices and financials
• Strategic Client Management: Advanced proficiency in managing key client relationships
• High-Level Negotiation: Ability to negotiate terms with considerable autonomy
• In-Depth Data Analysis: Skill in analyzing and interpreting complex data
• Persuasive Presentation: Expertise in impactful presentations
• Cross-Functional Leadership: Ability to lead coordination between diverse teams
• Comprehensive Sales Knowledge: Mastery of sales strategies and practices
• High-Level Issue Resolution: Proficiency in resolving sophisticated client issues

TRAVEL

• 20% - 30% annually (10-20 client visits a yr.) not including sales meetings