Senior Business Development Manager at Thomson Reuters · Tokyo

Senior Business Development Manager

We're seeking an experienced and results-driven Senior Business Development Manager to lead our business development efforts in the Legal Software products. As a key member of our team, you will be responsible for generating new business opportunities and managing existing client relationships for our cutting-edge legal solutions products.

As a Senior Business Development Manager, you will play a pivotal role in expanding our presence in the corporate market, identifying new business opportunities, and developing strategic relationships with key decision-makers. You will work closely with our product teams to stay up-to-date on our latest legal solutions and develop tailored sales strategies to meet the evolving needs of our clients.

About the Role

In this opportunity as a Senior Business Development Manager, you will:

• Accumulates expertise and demonstrates mastery of specific product/content.
• Possess a deep understanding of the most relevant customer needs within area of specialism.
• Identifies how customer needs can be addressed through different product options and configurations to deliver the most impact.
• Shares knowledge and best practices with broader Sales team by supporting on pursuits.
• Defaults to engaging customers through virtual channels for the majority of deals.
• Acts as overlay support towards the end of the Sales cycle, to drive sales towards close.
• Focuses on more complex, higher value new logo and incremental sales (upsell/cross-sell) opportunities.
• Works in a pooled team across accounts within subsegment, rather than account or territory aligned.
• Gathers and shares best practices across the broader Sales teams to support account/territory strategies.
• Grow sales in collaboration with Sales Executives, Client Executives and Key Account Managers utilizing specialist knowledge to deliver gross sales.
• Major emphasis on opening up new business, both within existing accounts and new customers.
• Assist in key retention situations as required.
• May get involved in delivering technical demonstrations and requirements gathering, as digital trials and demos become available.
• Provide deep product expertise to drive sales and renewals to close.

About You

You’re a fit for the role of Senior Business Development Manager if you have the following required qualifications:

• More than 7 years of IT/ solutions sales experience in corporate market/ data sales

• Excellent Communication & Consultative Sales Skills:

  • Proven ability to deeply understand customer challenges, identify root causes, and collaboratively propose tailored, value-added legal solutions. This includes adept consultative selling, thorough needs assessment, and articulating the tangible business impact of our offerings.
  • Engage with clients in a consultative manner to design and articulate how our legal solutions can effectively address their operational and strategic challenges, fostering long-term partnerships and mutual success.

• Deep understanding of our products and services

• Presentation Skills

• Strategic Sales Planning:

  • Ability to analyse sales performance data and market insights to develop specific sales strategies for new contract acquisition, renewal, up-selling, and cross-selling.

• Team Player:

  • Ability to build strong relationships with colleagues across departments, ensuring effective collaboration, reporting, and support to achieve common goals.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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More information about Thomson Reuters can be found on thomsonreuters.com.