Job Description
Thomson Reuters is seeking an experienced and commercially driven Strategic Account Manager to manage and grow a portfolio of our most important enterprise customers across Australia and New Zealand.
This is a senior, quota-carrying sales role responsible for developing executive-level relationships, driving strategic account growth and identifying new revenue opportunities across our Corporate Software portfolio.
The successful candidate will be a trusted commercial partner to senior customer stakeholders, with the ability to navigate complex enterprise environments, understand evolving business priorities and develop long-term, multi-solution partnerships.
Working closely with Customer Success, Solution Consulting, Professional Services and other internal stakeholders, the Strategic Account Manager will play a critical role in strengthening customer relationships, protecting existing revenue and delivering sustainable growth through cross-sell, upsell and strategic expansion.
Key Responsibilities
In this opportunity as a Strategic Account Manager -Corporate Software ANZ, you will:
- Own and execute the commercial strategy for a portfolio of named strategic enterprise accounts across Australia and New Zealand, with accountability for revenue growth, account expansion and commercial performance.
- Develop and maintain strong relationships with senior executives and key decision-makers, including CFOs, Heads of Tax, Finance, Procurement, Technology and Transformation leaders.
- Build and execute comprehensive strategic account plans that identify customer priorities, stakeholder relationships, whitespace opportunities, competitive positioning and long-term growth potential.
- Identify, develop and close significant cross-sell, upsell and multi-solution opportunities across Thomson Reuters’ Corporate Software portfolio, including tax, financial reporting, compliance and e-invoicing solutions.
- Lead complex enterprise sales cycles, including opportunity qualification, solution positioning, commercial negotiations, procurement processes and contract execution.
- Proactively engage customers to understand their business challenges, regulatory requirements and transformation initiatives, positioning Thomson Reuters as a long-term strategic partner.
- Partner with Customer Success teams to monitor customer health, proactively address retention risks and support successful renewals, while maintaining clear ownership of commercial relationships and growth opportunities.
- Coordinate internal resources across Solution Consulting, Product, Professional Services and senior leadership to deliver a consistent and effective customer engagement strategy.
- Develop relationships across multiple business units, subsidiaries and geographies to expand Thomson Reuters’ presence within strategic accounts.
- Maintain accurate opportunity management, pipeline visibility and sales forecasts, ensuring clear close plans and commercial accountability for significant opportunities.
- Lead strategic customer engagement and executive business reviews, demonstrating value delivered and identifying opportunities for further investment.
- Represent the voice of strategic customers internally, providing insights into market developments, competitive activity and evolving customer requirements.
Deliverables (Measure of Success)
- Consistent achievement of assigned sales and revenue growth targets across the strategic account portfolio.
- Measurable expansion of existing customer relationships through cross-sell, upsell and increased adoption of Thomson Reuters solutions across business units and geographies.
- Development and execution of strategic account plans, supported by strong executive relationships and clearly identified growth opportunities.
- Creation and progression of a healthy, qualified pipeline of significant enterprise opportunities, with strong conversion rates and predictable revenue outcomes.
- Effective management of commercial risks, including proactive identification and escalation of potential customer retention issues in partnership with Customer Success.
- Accurate sales forecasting, disciplined opportunity management and consistent execution of agreed account and deal strategies.
- Strong customer engagement, long-term relationship development and increased strategic relevance of Thomson Reuters within assigned accounts.
Required Qualifications
You’re a fit for the role of Strategic Account Manager -Corporate Software ANZ, if you have the following required qualifications:
- 8+ years of experience in enterprise B2B software sales, strategic account management or complex solution selling, preferably within a SaaS environment.
- Demonstrated success managing and growing large enterprise accounts, with a strong track record of achieving sales quotas and delivering meaningful revenue expansion.
- Proven ability to build trusted relationships with C-suite executives and senior decision-makers across large, complex organisations.
- Experience identifying and closing significant cross-sell and upsell opportunities, including multi-product or enterprise-wide solutions.
- Strong commercial acumen, negotiation skills and experience managing complex sales cycles involving multiple stakeholders and decision-makers.
- Demonstrated ability to develop and execute strategic account plans, identify whitespace opportunities and create sustainable pipelines.
- Excellent communication, presentation and stakeholder management skills, with the ability to engage effectively at both executive and operational levels.
Preferred Qualifications
- Experience selling enterprise software solutions within tax, finance, accounting, regulatory compliance, financial reporting or e-invoicing.
- Experience managing large multinational organisations, financial institutions or other complex enterprise customers.
- Understanding of enterprise technology environments, including ERP platforms, financial systems and digital transformation initiatives.
- Established executive relationships or a strong professional network across the Australian and New Zealand corporate market.
- Experience working with global account teams, technology partners or professional services organisations to develop complex enterprise opportunities.
- Tertiary qualifications in Business, Commerce, Finance, Accounting or a related discipline.
- Strong understanding of value-based and consultative selling methodologies, with the ability to articulate business outcomes and return on investment.
- Ability to collaborate effectively across cross-functional teams within a complex, matrixed organisation.
- Strong CRM discipline, pipeline management and forecasting capabilities.
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What’s in it For You?
- Hybrid Work Model: We’ve adopted a flexible hybrid working environment 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.
