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Legal Software Sales Specialist

Работодатель: Thomson Reuters

Город: Moscow

Требования к кандидатам:

Legal Software Sales Specialist

The Elite Front Office Solutions Sales Executive is responsible for aligning the clients business needs with appropriate solutions, driving sales and revenue growth of the Case & Matter management and Business Development solutions and related modules by developing new business across the Russia / CIS region.

Key Responsibilities:

  • Consistently attain sales quota and annual sales growth for new sales. Identify, prioritize and close new account opportunities.
  • Prospects and develops new business through a high volume of strategic prospecting and account development targeting the identified prospect base in a defined geographical area.
  • Anticipates and analyses client needs and develops strategies tailored to each organization:
    • Identify, qualify and co-ordinate meetings for all opportunities, deliver product demonstrations to prospective clients and negotiate contracts to secure new business
    • Input into the development of the Technology & Application roadmap. Understand and influence the firm's technology and application roadmaps and determine the best timing and fit for Client & Matter Management and Business Development solutions taking into consideration other legal products in our Enterprise Business Management Solutions (EBMS) including 3E PMS, risk management and eBilling solutions.
  • Sales pipeline management: Build and deliver an accurate account pipeline to show product mix to deliver sales attainment and quantity of sales.
  • Accurately forecast sales opportunities of both product sets and keep internal systems up-to-date with account information, activities and contacts
  • Participates in pre-sales calls, creates and delivers customized presentations (in person and online), provides written proposals and subject matter expertise for individual deals
  • Demonstrate product knowledge and deliver product demonstrations. Maintain proficiency in both the MatterSphere and Business Development products to deliver effective solution demonstrations. Work with colleagues to develop an understanding of the 3E and EBMS demonstrations and be capable of presenting an EBMS solution
  • Schedule and perform successful MatterSphere, Business Development and EBMS sales calls for targeted accounts to understand client needs and how our solutions can help clients increase efficiency, profitability and better manage their business objectives.
  • Ability to work across borders and collaborate with colleagues, work with and bring in specialists including Pre-Sales, Project Managers, Product Managers, Specialist Sales Managers and management/leadership to support the development and growth of the business.
  • Local marketing and account development: You will be expected to develop and implement territory and account plans in accordance with business objectives. Develop sales strategies and key relationships with accounts. Work with marketing to develop target strategies, activities should be delivered to create awareness and demand for the range of solutions in the portfolio.
  • Develop and maintain knowledge of competitors and competitor activity, providing feedback back into the business and inputting into the development of strategies to best position both the company and the solutions provided.

Education and Experience:

  • Bachelor's degree or equivalent work experience required
  • Extensive, successful software sales experience, preferably in professional services with experience selling in the legal market.
  • Demonstrated experience of identifying & new business development
  • Customer focus and relations, putting customer at forefront of decision making process
  • Drive results and create business growth through customer centric approach

Knowledge and Skills:

  • Competent in consultative and solution selling.
  • Superior communication, presentation, with ability to articulate complex messages to diverse audiences and client management skills.
  • Strong working knowledge of legal case and matter management applications with experience demonstrating sophisticated case and matter management and other critical business operational software.
  • A comprehensive understanding of the legal and/or professional services marketplace, its business culture, processes, value drivers and business operations either through sales or project management
  • Ability to interact and sell at the C-level
  • Build and maintain relationships with influencers and decision-makers.
  • Strong ability to demonstrate software offerings at a detailed level, develop innovative value propositions to maximize sales revenue, and negotiate and close under time and objective pressure.
  • Focused, activity-driven, and technology savvy.
  • Problem solving skills, the ability to create the desired solution for the business and the client
  • Effective time management and organizational skills
  • Ability to travel approximately 50% of the time across Russia and the CIS region as required.
  • Experience with law firms, in the legal industry or exposure to other professional services firms is preferred.


Дата публикации вакансии: 02.03.2016


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