Willis Towers Watson North America Talent Line of Business Software Sales Leader in Boston, Massachusetts

North America Talent Line of Business Software Sales Leader

Date Posted: May 30, 2018


Not ready to Apply? at https://willistowerswatson.avature.net/WTWTalentNetwork


Summary of Role

As a member of the North America Talent LOB (T-LOB) Leadership Team, you will work with the North America T-LOB Leader, Practice Leaders, and Talent & Rewards (T&R) Geography Leader to set and achieve software sales objectives and to identify priorities for each practice to create stronger product awareness and sales support.

As the software sales leader, you will: help instill a sales discipline and culture among the software sellers and ensure a consistent go-to market strategy; provide visible leadership of sales and marketing campaigns to generate momentum and focus; advocate for the software sales effort within the broader Willis Towers Watson leadership structure, including interactions with Region Leaders, HCB geography leaders, Managing Consultants, Directors of Account Management and other business leaders; and support the pursuit and closing of large, complex sales opportunities.

You will support and contribute to the development of solutions that bring together advisory, software and data offerings. An integral part of the role will be keeping abreast of client needs and concerns regarding price, delivery and product offerings while working closely with Product Leaders to help prioritize the product improvements.

Collaborating with leaders across T&R and WTW in the geography to strategize about products and solutions that sit in the intersections of the LOBs/practices will help ensure your team’s success. You will be expected to coordinate with T&R Geography and T&R Operations (e.g., Sales Enablement) to ensure maximum bookings generations and revenue protection.

Developing your team will be an important element of your role. You will be expected to ensure that your sales team is properly on-boarded, trained, motivated and rewarded. You will establish individual goals and objectives for the assigned team; monitor results against these objectives and provide appropriate feedback. Coaching and on the job training and development is a core expectation. As a team leader, you will be responsible for conducting regular employee performance reviews and executing strategic sales staffing plans for the LOB, including all people processes (e.g. recruiting, training and development, goal setting and performance management and compensation/promotion recommendations).

Role Priorities

  • Meet established North America Total Contract Value (TCV) bookings and revenue goals for Talent LOB software products – HR Portal Software, Total Rewards Portal Software

  • Set and execute a sales strategy within each Region (West, Midwest, East, Canada) to ensure achievement of bookings goals, including:

  • Provide leadership on how to position/differentiate our products in the marketplace

  • Help define a target market set for each product

  • Establish a process for pursuing prospects within both internal and external channels

  • Establish routines and operating mechanisms to review sales pipeline activity to ensure opportunities move through the sales funnel

  • Provide the T-LOB and T&R Leadership with accurate and timely reports regarding sales performance, market trends, client information, sales channel developments, and competitor activity

  • Ensure strong financial discipline across North America for the software selling effort, balancing sales results and managing expenses and by driving strong renewals and invoice collections

  • Develop and implement marketing plans in North America to achieve software goals and objectives

  • Provide active management for the software sales team to promote a strong lead flow and expedited deal closure:

  • Work with internal partners (e.g., LOB consultants, CRDG) to:

  • Advocate and enable their involvement in identifying and qualifying leads for software sales

  • Protect subscription renewals and promote upgrades/change orders/expansion

  • Implement appropriate pipeline meetings and routines to assess demand and identify ways to assist bringing opportunities to a close

  • Contribute to key sales efforts by representing the line of business for key, high-potential deals and sales calls. (Sales leader actively involved in the field with software sellers and customers but will not have an assigned book of business.)

  • Identify training needs for the sellers

  • Work closely with Employee Insights, Communication & Change Management and Talent Management & Organization Alignment practices to promote an integrated Advisory x Data x Software offering

  • Identify opportunities to go-to-market in an integrated manner

  • Work closely with the Practices and LOB to develop bundled solutions and appropriate pricing strategies

  • Work with T-LOB and T&R leadership to set accurate forecasts, budgets and targets

  • Work closely with T&R Operations management to ensure optimal deployment of Sales Enablement resources

  • Oversee the design and implementation of appropriate actions necessary to meet competitor activity within the Geography

  • Monitor software delivery implementations, identifying key issues and escalating as appropriate

  • Serve as “voice of the customer” for product leaders and represent the commercial perspective at key meetings (e.g., product steering committees, practice and LOB meetings)

  • Execute key operational duties, such as sales staffing, collections, and expense management

  • Sign off/approvals:

  • Pricing request by software sellers in coordination with appropriate T-LOB leadership as described in T&R pricing approval guidelines

  • Demonstrated success leading a sales team in North America

  • Proven individual software sales success for large, complex deals

  • Top 5 competencies required to succeed in this role:

  • Building talent

  • Developing people

  • Team development

  • Change leadership

  • Resource optimization

The Company

Willis Towers Watson is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 40,000 employees serving more than 140 countries. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets and ideas – the dynamic formula that drives business performance. Together, we unlock potential. Learn more at willistowerswatson.com. at http://○ www.willistowerswatson.com

Willis Towers Watson is an equal opportunity employer

Willis Towers Watson is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, religion, sex, sexual orientation, gender identity, national origin, age, status as a protected veteran, or disability.

Equal Employment Opportunity: Know your rights. at http://○ http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf


Not ready to Apply? at https://willistowerswatson.avature.net/WTWTalentNetwork


  • Share on Facebook

  • Share on Twitter

  • Share on Google+ Share on Pinterest

  • Share on Linkedin

  • Share by Mail


  • Location:Boston, MA, US

  • Date Posted:May 30, 2018