Business Development Manager - Onesource Tax Compliance Reporting Products, Thomson Reuters

Role Summary:

The primary objective of the Account Manager * ONESOURCE Indirect Tax Compliance Reporting is to generate license and services revenues for ONESOURCE Indirect Tax Compliance, and Workflow Management software modules.

ONESOURCE (formerly Abacus) is designed to provide tax software solutions for multinational corporations and Accounting professionals. ONESOURCE solutions cover a broad range of taxes including Direct Tax Compliance and reporting, Indirect Tax determination and Compliance, Tax Planning and Workflow Management. (www.onesource.thomsonreuters.com/regions/emea)

Major Responsibilities / Accountabilities:

The Account Manager Indirect Tax Compliance (AMIC) will be responsible for proactively building and managing a pipeline of new business prospects of ONESOURCE Indirect Tax Compliance Reporting, and Workflow modules. Based on a strong pipeline, the AMIC will move prospects through all stages of the sales process from initial qualification to close. The role will require knowledge of the enterprise sales process focusing on medium and large multinational organizations (Fortune/Global 2000).

Key Relationships:

The AMIC will prospect new business with VAT compliance Managers and Directors, Heads of VAT, Heads of Tax, CFO£s & IT executives, and perform a detailed qualification of leads within the EMEA region to uncover client£s issues.
The role will also involve periodic attendance at trade shows, representing the organisation professionally and managing the timely follow up of all leads.

The AMIC will drive the sale, coordinating all pre-sales engagement activities, leading the team sales strategy and directing tactics to win the sale. This will include leading executive presentations, orchestrating team of pre-sales subject matter experts (SME£s), to demonstrate sophisticated software solutions aligned to the prospects business needs, and learning and understanding industry best practice to position themselves and the organisation as a thought leader.
In addition to the working closely with the client, the AMIC will also lead building a Return on Investment case, using the ROI tools available. This will involve leveraging an internal team as well as Big 4 partners in an organised manner, using account planning tools, with clear attention to detail, ensuring all deadlines are met.
The AMIC will develop a predictable forecast of sale opportunities based on the existing sales process progression metrics and will provide regular sales report updates to sales management.

Technical /Professional Skills & Competencies:

Essential Skills:
Experience in a business to business environment dealing with mid-cap and large Enterprise level clients with annual sales in excess of £1B
A successful track record of selling Enterprise software solutions.
Experience selling Compliance projects, preferably ERP related.
An understanding of financial accounts and the basics around VAT returns processing.
A detailed understanding of a solution sales process.
Relevant and demonstrable previous sales experience in a business to business environment.
Must be a self starter.
Excellent communication and negotiation skills.
Tenacity and determination to thrive in a fast-paced environment .
Problem Solver with imagination to structure creative solutions in line with client requirements.
Ability to understand, communicate and demonstrate technical benefits of our tax softw