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