Senior Sales Channel & Strategic Partnerships Representative

Role Overview

Wolters Kluwer Legal & Regulatory U.S. is hiring a commercially driven seller to expand LRUS Strategic Partnerships across enterprise software, AI, and workflow ecosystems. This is a quota-carrying role focused on originating, structuring, and closing complex channel and strategic partnership deals that embed Wolters Kluwer's authoritative legal, regulatory, and compliance intelligence into the platforms where regulated-industry professionals already work.

The role supports LRUS's 2027-2029 strategy to become the trusted intelligence layer for specialist legal and regulatory work, delivered through governed APIs, MCP-enabled connectors, BYOL models, embedded capabilities, and selective channel relationships. The position blends net-new business development with selective account expansion and partner stewardship, but the emphasis is squarely on creating pipeline, winning new business, and closing sophisticated multi-stakeholder transactions.

*Ideal candidate would go into New York City office several days a week

About Wolters Kluwer

Wolters Kluwer is a global technology company serving professionals in more than 180 countries. Our purpose is to help professionals deliver deep impact when it matters most. Within Legal & Regulatory, we provide information, insights, and workflow solutions that help legal and compliance professionals navigate change, manage risk, and work more productively.

Basic Function

Originate, develop, close, and selectively expand high-value channel and strategic partnership deals that monetize Wolters Kluwer content, data, and workflow intelligence through licensing, embedded integrations, API and MCP-enabled delivery, governed machine access, and partner-led go-to-market models.

Essential Duties & Responsibilities

· Build and manage a partnership and channel pipeline of net-new opportunities, and carry a commercial quota tied to closed revenue.

· Own a blended book of business that includes both net-new pursuits and selected existing strategic partner accounts, with priority placed on new-logo and new-revenue creation.

· Identify and win opportunities where Wolters Kluwer's content, editorial enhancements, and workflow intelligence can strengthen another company's product, platform, or AI-enabled solution.

· Target enterprise software, governance, risk, compliance, corporate legal, regulated-workflow, and adjacent technology platforms whose customers need authoritative intelligence embedded in their daily work.

· Structure commercial models that may include content licensing, data licensing, API and MCP access, BYOL activation, embedded intelligence, selective channel relationships, co-sell motions, and co-developed workflow offerings.

· Lead complex deal cycles involving business, product, engineering, security, legal, finance, editorial, compliance, and executive stakeholders on both sides of the transaction.

· Translate partner product strategies and customer workflow needs into commercially sound deal structures with defined rights, entitlements, usage guardrails, pricing models, attribution, governance, renewal paths, and exit terms.

· Work cross-functionally with Product, Engineering, Integrations, AI governance, Legal, Marketing, Finance, and senior business leaders to move opportunities from concept to signed agreement and launch readiness.

· Expand selected existing partnerships by identifying upsell, cross-sell, renewal, and broader workflow-embed opportunities once a strong commercial foundation is in place.

· Maintain strategic partner momentum after signature where needed to support expansion, commercial governance, and handoff into broader account growth motions.

· Help determine where LRUS should partner, how deeply it should integrate, and how to preserve strategic control while still moving quickly into partner ecosystems.

· Support partnerships that may evolve into broader strategic relationships, repeatable channel motions, or future build-buy-partner decisions.

· Represent LRUS Strategic Partnerships credibly with enterprise software providers, platform leaders, and senior commercial stakeholders, including at industry events and partner meetings when appropriate.

What Success Looks Like

· Closed-won partnership revenue against quota.

· Net-new pipeline creation and progression, with particular focus on quality, strategic fit, and conversion into signed business.

· Growth in the size, quality, and progression of the active pipeline.

· Number and value of signed licensing, integration, and governed access deals.

· Expansion and retention of selected strategic partner accounts where account growth is part of the commercial plan.

· Expansion of Wolters Kluwer intelligence into external workflows, platforms, and partner ecosystems without weakening rights or economics.

· Strength of commercial structures, including pricing discipline, usage visibility, attribution, renewal protection, and monetization control.

· Strategic value created through relationships that increase market access, improve workflow relevance, and generate insight into adjacent growth opportunities.

Candidate Profile

We are looking for a commercial enterprise seller with a strong technology orientation, not a traditional partner manager. The ideal candidate understands how to hunt for new business, grow selected strategic accounts, and bridge business value, integration requirements, and commercial structure in regulated markets.

Required Qualifications

· Bachelor's degree or equivalent relevant experience.

· 5+ years of success in enterprise sales, strategic partnership sales, business development, licensing, or commercial deal-making.

· Demonstrated record of carrying a quota and closing long-cycle, high-value, multi-stakeholder deals.

· Experience selling one or more of the following: content or data licensing, API or platform partnerships, embedded product partnerships, complex SaaS or workflow solutions, governed machine access, or enterprise software integrations.

· Comfort selling into sophisticated B2B buyers, including product leaders, general managers, corporate development leaders, legal and compliance stakeholders, and technical decision makers.

· Experience negotiating agreements involving commercial rights, entitlements, integration scope, pricing structure, usage controls, governance, and ongoing revenue mechanics.

· Ability to shape ambiguous opportunities where the exact offering, delivery model, and value proposition are refined during the sales process.

Preferred Qualifications

· Experience selling into enterprise technology categories that support regulated industries, including governance, risk, compliance, legal, regulatory, data, workflow, or AI-enabled platforms.

· Familiarity with APIs, connectors, entitlements, MCP-style access patterns, or embedded product partnerships.

· Exposure to partnership models where commercialization, product integration, and go-to-market planning must be designed together.

· Experience building business cases around market entry, workflow adoption, expansion, and strategic control - not just relationship management.

· Strong executive presence, commercial judgment, and the ability to simplify technical and legal complexity for senior stakeholders.

Skills & Abilities

· Strong relationship-building, communication, and negotiation skills.

· Commercially oriented with high attention to detail, follow-through, and documentation discipline.

· Able to work effectively across Sales, Product, Engineering, Marketing, Legal, Finance, and Operations.

· Organized and comfortable managing multiple active pursuits at different stages of maturity.

· Curious, proactive, and comfortable operating where strategy, technology, and commercial structure are evolving quickly.

Why This Role Matters

Legal and compliance work is shifting into connected AI systems, enterprise platforms, and workflow tools. LRUS has an opportunity to stay present at the point of decision by embedding trusted intelligence into those environments while preserving rights, attribution, economics, and customer control. This role is central to making that strategy real.

#LI-Hybrid

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

Compensation range listed is based on primary location of the position.  Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process. 

Additional Information:

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.