Thomson Reuters

Role Description The Regional Manager (RM) is responsible for successfully leading and managing a sales and account management team to meet and exceed performance targets. The individual is accountable for growing total sales, online revenue, usage, and market share within the assigned region, to meet year-over-year growth targets. Ensures staff is effectively trained, motivated, and coached to cover all assigned accounts and territories within the region. Individual hired must reside within the State/Local Government Region western region. Location: Remote based position, will cover western US Reports to: Vice President, Risk and Fraud Sales, Government About the Role - Drive regional performance by consistently achieving sales quotas, revenue goals, renewal targets, and other core business metrics. - Lead, coach, and develop regional team members, including Sales Executives, Sales Specialists, and Sales Consultants, to achieve monthly, quarterly, and annual performance goals. - Develop and execute the annual regional business plan, including market and competitive assessments, revenue growth strategies, staffing plans, and performance objectives aligned with divisional goals. - Recruit, hire, train, and retain high-performing sales and account management talent, ensuring territories are fully staffed and team members are equipped with strong product knowledge, sales processes, account management practices, and internal policies. - Manage regional reporting, forecasting, and operational compliance, including timely and accurate sales forecasts, account management reports, expense reports, customer evaluations, and required use of internal tools and systems. - Partner cross-functionally with Product Marketing, Segment, Product Development, Finance, and Channel leadership to provide market feedback, support product and solution development, and recommend programs or promotions that drive growth. - Build and maintain strong internal and external customer relationships, supporting customer escalations and ensuring a positive, professional, and effective customer experience. - Promote ethical business practices and operational excellence, ensuring all business dealings comply with company policies, processes, and accepted professional standards. Qualifications - Bachelor's degree required; JD, MBA, or advanced degree preferred, with 4+ years of successful sales, account management, or business development experience. - Strong understanding of government, public safety, and law enforcement markets; familiarity with Thomson Reuters CLEAR or similar investigative, legal, or data solutions preferred. - Experience leading, coaching, motivating, or influencing sales and account management professionals; prior field management experience preferred. - Strong service orientation with experience developing relationships, managing customer conversations, and delivering professional client presentations. - Excellent time management, organizational, communication, and forecasting skills. - Demonstrated ability to champion new ideas, approaches, products, services, or process improvements. - Ability and willingness to travel regularly within the assigned region to meet with customers and team members. - Familiarity with AI-enabled solutions and emerging technologies, including the ability to communicate their business value and support responsible customer adoption. Benefits - Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year. - Career Development and Growth: Culture of continuous learning and skill development with Grow My Way programming. - Industry Competitive Benefits: Comprehensive benefit plans including flexible vacation, Mental Health Days, retirement savings, tuition reimbursement, and resources for wellbeing. - Culture: Award-winning reputation for inclusion and belonging, flexibility, and work-life balance. - Social Impact: Two paid volunteer days off annually and opportunities for pro-bono consulting projects and ESG initiatives. - Making a Real-World Impact: Helping customers pursue justice, truth, and transparency. - Comprehensive benefits package including health, dental, vision, disability, life insurance, and a competitive 401k plan with company match.

• Build a working knowledge of SafeSend One and develop your knowledge of the tax & accounting industry. • Respond promptly and professionally to customer inquiries via phone, email, and/or chat, delivering exceptional technical support. • Develop your support skills through on-the-job practice, mentorship, assigned training, and self-directed study. • Maintain a CSAT score at or above 90%. • Become a skilled, self-directed learner: know where your resources are and utilize them appropriately, develop awareness of your strengths and areas for growth, and proactively ask for help when you need it. • Troubleshoot and resolve software-related technical issues, escalating complex issues as needed. • Guide clients through step-by-step solutions to ensure clear communication and customer understanding. • Document customer interactions, comments, complaints, and actions taken with accuracy and attention to detail. • Collaborate with product development and other internal teams to communicate customer feedback, identify recurring issues, and support product improvements. • Stay current with technological trends and updates to provide accurate and effective support. • Adhere to all company policies and procedures, including data security and privacy guidelines. • Ensure adherence to departmental processes and procedures and assist with other tasks as assigned. • Gradually increase independence and decrease support needed from your manager and senior teammates to service customers.

• Plan and execute implementation projects for the financial and accounting services module for new clients • Assess training needs and develop corresponding materials and educational programs • Deliver in-person and virtual training sessions for clients and colleagues • Provide technical support and post-implementation guidance to ensure client satisfaction and success • Collaborate with sales, support, and development teams to continuously improve the solutions offered • Monitor and report on the progress of implementation and training projects • Stay up to date with changes in accounting legislation that affect Domínio solutions

• Performs duties such as analysing, keying, converting, coding, copyreading, editing, merging, rendering, loading, or validation of data • Supports team publishing goals by meeting deadlines • Works regularly on various systems, software, databases and applications to deliver quality products • Responsible for accuracy and completeness of work product, including competence in scheduling and administrative systems as well as computer file management • Works successfully in a team environment and understands various roles of team members • Attends and participates in team meetings, prioritizes own work, and participates in the performance management process

• Support customers across our Corporate Legal suite of products • Engage with executives at our largest customers • Model best-in-class customer and product success practices • Deliver measurable customer outcomes through structured Customer Success Plans (CSPs) • Conduct executive business reviews (EBRs) • Drive outcomes for customers focusing on adoption, value realization, and expansion in partnership with Sales and Professional Services • Be a deep product expert on our AI-enabled CoCounsel suite of products • Deliver all aspects of the customer success motion to assigned customers • Co-create customer success plans • Deliver executive business reviews • Demonstrate value and identify and mitigate risk while retaining and growing customer relationships • Serve as a deep product expert in event settings • Build and present business plans, report on market and competitor activities • Leverage technology tools to manage client information, pipeline, and financial forecasts accurately

• Network and partner with customers both over the phone and in person to build confidence and develop win/win solutions. • Proactively stay on top of additional sales opportunities while navigating customer organizations. • Effectively manage your territory via phone and in person. • Use appropriate interpersonal styles to build trust and confidence with users and contacts. • Exhibit a deep knowledge of Thomson Reuters products, the legal profession, and the legal publishing industry. • Attain monthly sales and renewal targets through in person customer visits and meetings over the phone. • Demonstrate the use of Small Law products to customers. • Obtain and provide territory information regarding market intelligence and penetration. • Confer with and assist in customer-related issues, including collections and complaints. • Complete weekly sales performance reports and all Salesforce.com reporting timely and accurately. • Attend sales meetings and conventions as required.

• Design and deploy large-scale information retrieval systems with focus on performance and quality • Own end-to-end model development across research, data engineering, evaluation, and production deployment • Design rigorous evaluation frameworks covering metrics and relevance judgement • Translate business objectives into technical requirements • Partner with engineering on software delivery and MLOps processes • Operate iteratively in an agile environment • Communicate research through publications and patentable ideas • Guide and mentor junior scientists

• Drive partner sales growth through strategic partner identification, recruitment, enablement, and ongoing performance management • Lead the full partner sales cycle from initial partner contact and account planning through deal closing and renewal • Prospect new partnership opportunities with both new and existing partners • Develop partner use cases and quantify opportunity by identifying joint customer problems, defining solution/value propositions, and building business cases • Develop and execute joint business plans with strategic partners, establishing clear sales targets, lead generation activity, and success metrics • Monitor partner pipeline health, forecast accuracy, and sales contribution, implementing interventions to drive performance improvement • Serve as a strategic advisor and business partner to the TAAP Sales organization • Influence and collaborate with Product, Marketing, Pricing, Legal, Deal Desk, and Commercial Excellence teams • Maintain accurate and up-to-date records of all sales and partner activities in Salesforce • Establish KPIs and reporting frameworks to measure partner contribution, ROI, and program effectiveness

• Serve as primary GTM contact for sellers in the designated region. • Track and assist in closure of all deal types, removing barriers halting successful close. • Liaison for contract reviews, seller guidance and pricing framework for Government deals. • Drive increased deal close rates across federal and state contract types. • Coordinate with Deal Desk, GCO and GTM leadership on regional compliance trends, pricing strategy and ensuring industry contracting standards. • Identifying and securing new procurement opportunities and vehicle avenues.

• Prospecting new business opportunities with both new and existing customers • Handle major accounts leading the entire sales process through account planning and deal closing • Collaborate with other teams to tailor solutions to customer needs • Maintain accurate records in CRM system and provide reliable sales forecasts