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Years of Experience
Date Last Verified
ProfileAccount Executive, SLF The candidate in the Small Law Channel will be responsible for retaining and growing their existing account base and acquiring new accounts within their area of responsibility. Their territory consists primarily of an existing client base of approximately 230 accounts in 1-29 attorney size firms. The AE position is field based, requiring excellent face to face, telephone and writing skills. The successful AE draws on their high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within their accounts. Should have the ability to develop trust, demonstrate their credibility with all account stakeholders through their knowledge of company’ products, and services and acquired knowledge of the legal industry. Tailors their presentations to the unique needs of the individual account and articulates their proposals through ROI justification to shorten the sales cycle. Networks and partners with customers both over the phone and in person in order to build confidence and develop win/win solutions; proactively stays on top of additional sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales. Effectively manages his/her territory via phone and in person by allocating appropriate time to prioritize goals, requirements, renewal opportunities and sales opportunities. Demonstrates an excellent ability to meet the demands of selling to a large customer base by strategizing customer contact methods; operate with effectiveness and determination; acts promptly to take advantage of multiple opportunities; remains realistically positive in sales situations; persists to achieve sales goals despite barriers or difficulties by changing strategies, doubling efforts, or employing other techniques. Uses appropriate interpersonal styles to consistently build trust and confidence with users, key contacts, managers and executives at company’ customer sites; communicates and interacts effectively with internal team partners to achieve goals. Exhibits a deep knowledge of company products, as well as the legal profession and the legal publishing industry: Relishes on-going, self-initiated learning; assimilates new information quickly; welcomes feedback and applies knowledge to practical use on the job. Attains sales and renewal targets and quotas on a monthly basis by both in person customer visits and meetings over the phone. Demonstrates the use of Small Law products to the customer. Obtains and provides territory information regarding market intelligence and penetration. Confers with and assists in customer-related issues, including collections and complaints, as needed to maintain good customer relations. Completes weekly sales performance reports and completes all Salesforce.com reporting in a timely and accurate manner. Attends sales meetings and conventions as required.
Qualification and Experience
The candidate should have 4 year college degree or equivalent experience, J.D. a plus. Software as a Service Sales (SAAS) experience a plus. Should have 5 years successful sales experience (both over the phone and field sales); Legal industry preferred. Must have working knowledge of sales concepts, methods and techniques.Skills: Excellent communication skills and closing skills. Must have effective time management skills. Proficient in MS Office/Internet. Proficient database management skills. Consultative sales skills, specifically working with clients on a series of small sales over an extended period of time. Strong listening skills and ability to ask probing questions. Should have proficiency with sales related tools, ex. CRM systems. Must have high level of competency with regard to internet, periodical and internal prospecting.