Senior Account Associate (VENDOR)

 The client is a leading data management professional services company providing organizations with greater predictability and return on investment for their Discovery spending. They are disrupting the $3B traditional litigation support industry through advanced technology, transparency to Discovery activities and fixed fee pricing models. They have 200 employees, 14 offices throughout the United States and provide services to over 400 law firms and 170 of the Fortune 1000.


Responsibilities:


 


The responsibility of the Senior Associate is to drive the sale of client solutions to an assigned list of Law Firms in their geographic area. The Senior Associate is responsible for entire sales lifecycle from prospecting to close. Additionally, the Senior Associate will:






 Develop a deep sales pipeline to meet annual sales targets and quota by leveraging relationships with new and existing clients in law firms and corporations






Maintain a high level of prospecting activity






Develop a strong knowledge of internal process and resources






Conduct client discovery sales calls utilizing a consultative approach that results in a client needs assessment, proposal of services and provision of services






Collaborate with the professional services teams to provide clients with detailed insight into our capabilities, identify solutions, manage client expectations, and resolve project challenges






Prepare and present business development materials, financial models, and sales proposals for all project opportunities






Clearly and effectively articulate the value proposition to clients, prospects, partners, and other market stakeholders






Work with finance to develop business terms and conditions for engagement contracts and drive engagement contract negotiations






Report opportunity status in accordance with the CRM tools and protocols established by management






Manage each sales opportunity with an attention to detail






Demonstrate effective sales leadership and strong team work






Accurately forecast expected business weekly, monthly and quarterly


Qualifications:


 


EDUCATION AND EXPERIENCE REQUIRMENTS






5+ years successful track record originating and closing complex business transactions






Substantial sales experience in legal/eDiscovery






Strong background or understanding of the legal industry






Proven track record of selling enterprise solutions into law firms at the CIO/COO or Partner level






Existing relationships with Law Firms at the CxO level that can be leveraged






Proven capacity to develop and conduct business with senior executive-level clients






Demonstrated enthusiasm and capacity to develop and articulate complex solutions that combine technology and services






Excellent communication, presentation, and negotiation skills






Ability to grasp and explain advanced technological and business concepts






Strong entrepreneurial drive






Ability and willingness to travel