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:
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.
Apply the prescribed sales methodology to effectively position products and services, ensuring alignment with customer needs and business goals.
Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and accurate information.
Meet sales goals through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations to generate interest and close deals.
Engage regularly with current clients to understand evolving needs, reinforce the value of existing solutions, and identify opportunities for upselling or cross-selling.
Build strong relationships and deliver tailored solutions by thoroughly assessing customer needs, fostering long-term satisfaction, loyalty, and growth.
Identify gaps in current offerings, collaborate with product teams to translate client feedback into actionable specifications, and manage expectations around enhancements.
Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position WK solutions as strategic answers.
Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and coverage.
Share insights, strategies, and market intelligence with colleagues, and work constructively with sales leadership to resolve account conflicts.
Create and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.
You're a great fit if you have:
Education:
Experience:
3+ years of B2B sales experience, including formal sales training or internal WK sales experience.
Demonstrated success in:
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.
Preferred Experience
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.
Other Knowledge, Skills, or Abilities
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.
Travel Requirements:
#LI-Remote
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we're getting to know you-not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
$57,400.00 - $98,350.00 USD
This role is eligible for Commission.
Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.
Additional Information:
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
At Wolters Kluwer, we excel at creating content solutions for use in a professional context in the fields of health, corporate services, finance, tax, accounting, law, regulation, and education. We are professionals serving professionals and are committed to delivering essential content, software, and services to help our customers make their most critical business decisions. Utilizing the latest in information technology, we ensure that our customers have the solutions they need, when they need them, and in the media best suited to their requirements. When we achieve this, we deliver on our goal of being the market leader in content in context.
Partners in Innovation
Wolters Kluwer professionals are continuously engaged in an ongoing exchange of expertise and ideas with our customers about their work. This partnership in innovation is at the heart of meeting our commitment to the lawyers, doctors, nurses, tax advisors, teachers, and business executives we serve. Knowledge of their professional workflows and the ability to apply emerging technologies to make them more efficient and productive are at the heart of this partnership.
Leading Positions and Brands
Strong market positions are very important to our business strategies at Wolters Kluwer, and we value the leading positions we hold in most of our markets. Across all of our markets, we own strong, enduring brands in North America such as Adis International, Aspen Publishers, Bankers Systems, CCH, ClineGuide, CT Corporation, Kluwer, Facts & Comparisons, IFI Claims, Lippincott Williams & Wilkins, Loislaw, Medi-Span, Ovid Technologiesand Skolar. These brands have promised and delivered high quality information for decades, and we are committed to continuing to do everything necessary to earn, retain, and expand leadership positions in our selected markets.