Wolters Kluwer is a leading provider of innovative tax and accounting software solutions, dedicated to empowering individuals and businesses with tools that streamline financial management and enhance compliance. We pride ourselves on delivering exceptional value to our clients through cutting-edge technology and unparalleled customer service. As a Major & Strategic Accounts Associate Director ; you will be responsible for maintaining and growing Tax and Accounting’s largest National customers in North America. You will be responsible for managing approximately 8-15 customers, developing and executing comprehensive sales strategies, expanding our overall relationship and partnership within high value CPA firms. In this high visibility role, you will establish and maintain senior level relationships that aid in driving the partnership into the future. You will be accountable for all new business, sales and retention activity for Tax and Accounting’s software and research products and services. Additionally, you will also be responsible for interacting, influencing and updating senior executives within Tax and Accounting on the status and progress of overall relationship within these firms. You will report to the Vice President, Large Customers – Tax & Accounting North America. Specific job responsibilities are outlined below: What You’ll Be Doing: Customer Knowledge : Through partnership with the firm, establish and maintain a consistent knowledge of the customers' global goals and objectives, both short term and long term, linking these objectives to our product strategy and vision to help them in the present and future state of their firm. Product Expertise: Maintain a deep understanding of our software solutions, features, and benefits, enabling effective communication and demonstration of value to potential customers Sales Strategy Development: Formulate and execute a comprehensive global sales strategy to achieve revenue targets for new business and retention and expand penetration in the tax and accounting sector for both software and research Executive Relationship Management: Cultivate and maintain relationships with senior executives in North America and globally (where appropriate) and decision-makers at key accounts, understanding their business needs and aligning our solutions to drive value. This will also include key senior executives within Tax and Accounting to ensure we are developing and maintaining strong, collaborative executive relationships between our company and the firm Competitive Awareness : Maintain constant awareness of the global competitive market, including all competitive products and services firms are using or evaluating to solve their business needs. This would include product functionality, pricing and global market positioning Account Planning : Through extensive knowledge of the firm, facilitate timely customer Account Planning sessions with both client and internal stakeholders to align on the vision of our partnership into the future Sales Presentation and Negotiation: Deliver compelling sales presentations and proposals, effectively communicating our value proposition, pricing and ROI. Effectively negotiate contracts and close deals that contribute to revenue growth, partnering closely with our product team, ensuring profitability. Collaborate and co-create on contracts with our legal team ensuring compliance with company policies and practices Cross-Functional Collaboration: Collaborate with marketing, product development, and customer success teams to ensure alignment on messaging, product features, and client feedback Other duties: Perform other duties as assigned by supervisor Maintain consistent and accurate forecasting of new business and retention Adhere to consistent and ongoing Salesforce compliance with pipeline management Communicate regularly with sales leadership Attend key customer and industry conferences You’re a great fit if you have: Education: Bachelor’s degree in Business, Finance, Accounting, or a related field. Or if no degree, equivalent years of relevant experience; MBA preferred Minimum Experience: Experience: 10 or more years of consultative sales experience with a focus on tax/accounting or financial software/services. Proven track record of exceeding sales targets Business Acumen: Strong understanding of financial regulations, tax compliance, and accounting practices. Ability to translate complex concepts into actionable business strategies Sales Skills: Exceptional negotiation, presentation, and communication skills. Demonstrated ability to build relationships and influence at all organizational levels Analytical Thinking: Versed in using data to drive decision-making and assess market opportunities. Proficient with CRM software, client success platforms and sales/data analytics tools National Perspective: Experience working across multiple markets with an understanding of regional nuances and varying business practices Other Knowledge, Skills, Abilities or Certifications: Strong interpersonal and communication skills with a focus on building and sustaining relationships Excellent problem-solving abilities and a proactive approach to client needs Good analytical and problem-solving skills Effective project management capability with a highly collaborative style. Sensitive to deadlines, high priority programs and deliverables with a team-focused attitude. Team oriented, cooperative, and flexible. Demonstrated ability to work collaboratively with a wide range of people at all levels of an organization TRAVEL Up to 50% annually for client visits, conferences and team meetings as required