Discovery Services Account Executive

US-NY-NEW YORK
2 weeks ago
Requisition ID
2017-3084
# of Openings
1
Category (Portal Searching)
Sales

Overview

A high level consultative sales professional who will actively seek, develop and close opportunities within targeted law firms and corporate general counsel departments to grow revenue.

This individual will be responsible for increasing revenue by developing and fostering new relationships within law firms and key corporate decision makers. As the company's primary point of contact with customers, you will provide strategic guidance and knowledge to clients during the sales process while building market awareness and contributing to the team as a thought leader.

Responsibilities

• Personally prospects for new customers through leveraging past relationships, networking, social media, expansion of services to existing clients, telemarketing and emailing campaigns.
• Targeting and prospecting the appropriate decision makers at law firms and corporations to develop new relationships and/or broaden scope of business with existing contacts and relationships.
• Grow revenue and expand services within territory.
• Responsible for uncovering, qualifying and managing moderately complex, well-defined sales opportunities.
• Drives revenue and is accountable for set goals and objectives
• Attains and exceeds quarterly sales quotas for closing business, meetings and proposal/quote generation
• Prepares and presents professional eDiscovery proposals/service solutions specific to the customer’s needs
• Conduct first level demos of review technology (s).
• Develops sales strategies to move prospects forward towards close.
• Collaborates with key players and key departments within the organization to ensure optimal sales results and customer satisfaction
• Prepares monthly and weekly sales reports through the use of Salesforce.com
• Assists in developing financial forecasts
• Negotiates client contracts, secures add-on business and supports service delivery in ensuring successful client engagements.

Qualifications

MINIMUM QUALIFICATIONS

To be eligible for this position, the applicant must meet the minimum qualifications. Deviations to this requirement must be approved by the Compensation Manager or Vice President of Human Resources.

 

EDUCATION

·    Bachelor’s Degree Required

·    J.D. a plus

EXPERIENCE NECESSARY

  • 5+ years of consultative eDiscovery sales experience
  • Proven track record of $1MM+ in electronic discovery services sales (excluding paper related services)
  • Solid track record of employment – between 2 and 5 years per organization is preferred.
  • Solid technical skills and a full technical understanding of the entire eDiscovery lifecycle, the tools involved in processing and hosting data, etc.
  •  The ability to sell services independently, without the day-to-day support of management or other technical resources.  Support will be provided to train you on processes, differentiators, etc. on an as-needed basis, for client visits, scoping projects, and proposal stage of any 
  • Experience selling in the legal environment and corporate counsel departments highly preferred
  • Thorough understanding of the legal marketplace with a technology slant
  • Experience in delivering presentations to a wide variety of audiences, including high level
  • Ability to provide first level technology demonstrations
  • Experience in project management and leading a team of resources supporting sales efforts including subject matter experts, technologists, finance and others.
  • Excellent customer service skills
  • Ability to develop and implement strategies within various territories
  • Strong ability to build client relationships.

KNOWLEDGE

·    High level acumen in complex business to business sales

·    Knowledge of the EDRM

·    Understanding the litigation process

COMPUTER SKILLS

·    Proficient in Microsoft Office: PowerPoint, Word and Excel

·    Proficient with utilizing LinkedIn for prospecting.

·    CRM knowledge and usage required.  Salesforce.com a plus.

·    Familiarity with Relativity and other eDiscovery software tools.

BASIC QUALIFICATIONS

·    Superior customer service skills, professional attitude and appearance

·    Excellent relationship management and credibility building skills

·    Strategic/creative thinker and results-oriented sales person

·    Excellent presentation skills

·    Excellent interpersonal skills

·    Excellent written and oral communication skills

·    In-depth knowledge of current industry standards and trends

·    Strong team approach to business

·    Passionate, dedicated, willing to work long hours

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