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Summary
Responsible for selling software solutions to the legal and corporate markets. This role requires a blend of business and technical knowledge, excellent sales skills and the ability to develop, manage and retain multiple accounts.
Essential Duties and Responsibilities
· Identify, develop and manage opportunities to maintain and/or grow corporate and legal account relationships; influence and drive sales and develop additional delivery capabilities for the company.
· Develop and manage all facets of customer accounts, including sales/pipeline sales, joint solution development, contract negotiations and quarterly business reviews.
· Assess current/potential business in existing accounts and create strategy to grow business.
· Develop and implement a business plan that includes awareness/lead generation, pipeline generation, and booking goals to achieve desired business results.
· Achieve quarterly and annual targets as defined by the business; ensure delivery capability to complement the work done by the Technical Services group..
· Assess market research, customer and business trends and report potential areas of risk or reward.
· Increase industry awareness and overall awareness of the organization, its products and solutions.
· Participate in trade shows and offsite meetings in order to promote products and services.
· Work closely with members of sales team and internal departments (training, support, development, marketing) and others to ensure company goals are met, and customer satisfaction is maintained at a superior level.
· Perform other duties as assigned.
Education and/or Experience
Bachelor’s degree (BA/BS) from a four-year college or university; or 3 to 5 years related experience and/or training; or equivalent combination of education and experience. Experience in channel sales and working in a team selling environment with channel partners. Familiarity with forensic software or technology industry preferred. Experience in legal sales and litigation support is preferred.
Complexity of Work & Decision Making
Wide variety of duties requiring considerable judgment to work independently devising new methods, adapting or changing standard procedures to meet new conditions and making decisions guided by precedent and within the limits of established policies.
Computer Skills
To perform this job successfully, an individual should have basic to intermediate skill in MS Office, SAP, SalesForce. Familiarity with AccessData software, such as Enterprise, eDiscovery, and Silent Runner. Familiarity with phone, Internet, and e-mail systems.
Language Skills
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
Mathematical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions and percentages. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
Other Skills and Competencies
To fully perform the essential duties of the job, an individual should possess excellent phone skills, basic computer knowledge, verbal and written communication skills, sales forecasting, and account planning. The individual should be able to prioritize As an equal opportunity employer, we hire without consideration to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, veteran status or disability. 25-50% travel is required.
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