Scott Michael Smith Email & Phone Number

Washington D.C. Metro Area

As a Federal Client Manager I carry a Revenue quota related to growing existing business, and also a New Sales quota relating to sale of “New To Online” (NTO) business. My territory includes all of Department of Defense and the Military Services, Department of State and Embassies, NASA and Intelligence Agencies. I manage 47 Special Offer accounts and 20 PRO account for both Westlaw and CLEAR product lines and negotiate contract renewals for all 67 accounts. Four of these SO accounts average $1 million in revenue per year. I leverage a SO Add-On Trial Program to position products for growth in existing accounts, and perform the sales functions of preparing proposals and analyzing RFPs for response for many of the NTO accounts (the first half of 2014 being without a Sales Rep in my territory).

San Francisco Bay Area

Covering a territory that includes all the former “Enterprise” level Large Law Firm accounts in the Bay Area and Sacramento, along with a number of Medium-sized firms. Working with Account Managers, BAMs, Sales Executives, and a National Account Rep, to drive usage and WestlawNext adoption through trainings and events, and building relationships with Librarians, Attorneys, Paralegals and Partners. Also responsible for initiating conversations to uncover leads and promote sales, particularly in relation to Software Solutions.

Covering two Government Account Manager territories (San Francisco Bay Area and Southern California) while two Account Managers are out on maternity leave. Working with Sales Consultants, Inside Account Manager and Inside Sales Representative on managing existing accounts and obtaining new business. Training for Local, State and Federal Government accounts throughout two thirds of the state, traveling one week per month to San Francisco and Greater Bay Area

Served as the National Account Manager for the three largest Westlaw accounts in the company worth over $24 million annual revenue combined (2008-2009); Implemented National Training plans for new large national accounts with thousands of users across the US; National Account Manager (2003-2008) for more than 100 accounts ranging from entire Federal Departments (Energy, Transportation, Defense, Treasury, etc.) to small Federal Government Agencies (e.g. Federal Election Commn, Consumer Product Safety Commn, etc.); President’s Trip winner as #1 Government Account Manager in 2007; never below 103% attainment of revenue goal for my territory.

Part of a team of several Account Representatives available to assist Law Firm Account Managers with their territories by conducting training sessions, and with some account management responsibility for Small and Medium Law Firms.

Was a leader on a team providing training for in-house editorial staff on publishing production systems and editorial process.

Member of a team that published up to 6 new volumes of ALR Federal publication each year. My responsibilities/accomplishments include:• researched and wrote nine original annotations for ALR Federal publication; • updated annotations for publication; • primarily responsible for editorial content of ALR Federal Annual Supplement;• developed MS Access database for use in new supplementation process; • wrote ALR Federal Alert newsletter; • appointed to West Headnote Taskforce Team.

Jd, Law

Activities and Societies: Top 20% of class, two Am Jur awards for highest grade in class, two years service with Volunteer Income Tax.

Ba, Political Science (Public Law/Foreign Relations/Political Theory Concentrations)

As, Business Administration