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ProfileDirector, Legal Sales Duties: Will be tasked with identifying, pursuing and closing sales for all offerings and services under the legal services business unit. This includes eDiscovery, Managed Document Review, Contract Management, Due Diligence and compliance service offerings. Communicate the significant value proposition of the company’s entire portfolio. Instill confidence among clients with your personal credibility and experience and the company’s footprint in the e-discovery and legal process outsourcing space. Consistently qualify, generate, and execute on opportunities that provide profitable revenue, working closely with direct report and forecasting thought CRM platform. Consistently build an effective pipeline and execute on each phase of the sales process. Incorporate knowledge of our services, the customer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value based solutions. Work effectively as a team member and also facilitate the sales opportunity by providing leadership and orchestrating the internal and external resources needed to effectively manage the sales process. Use their experience and knowhow to uncover the key drivers of value for the customer and is skilled in articulating the value of our solutions and is able to clearly differentiate the company's solutions in the marketplace. Accurately forecast the business on a consistent basis. Leverage the value of our solutions in the negotiation process to drive maximum margin for the company. Establish customer relationships that enable to be viewed as a trusted advisor.
Qualification and Experience
Requirements: BA from a credible university. 5-10 years of success selling both transactional and direct sales experience in the legal vertical. If candidate has portfolio of existing clients this is preferred, and this will be qualified. 3+ years success selling services and/or software in the e-Discovery and ideally LPO market to law firms and/or corporations, selling a minimum of $2MM per year over past 2 years. An attorney with sales experience is a plus. 1-3 years selling legal process outsourcing services preferred. Polished executive presence with ability to interact with senior corporate lawyers and business leaders as a "consultative partner," not a "vendor". Comfortable and fluent with EDRM model, document review terminology and general knowledge of LPO. Presentation skills. Working knowledge of all office based applications and CRM.
Reference No. WDC-LES-2016-014