Regional Sales Director, eDiscovery

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Location
Washington, DC
Job Type
Direct Hire
Date
Dec 07, 2017
Job ID
2548775
GR Identifier: $SMAR, $SECU, $CMPS


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The Regional Sales Director will play a key role in driving the continued double-digit growth of our Legal Practice.  Will draw from our history of innovation and dominance in this space to sell services into some of the most recognized corporate and law firm names in the country.  Key components of our value proposition include superior innovation, delivery of results at a predictable cost, large geographic footprint, tremendous scalability, a technology-agnostic platform, best-in-class data analytics, and the fact that this practice is a front-and-center core component of the company’s overall business strategy.
 
The Director will contribute insight with regard to go-to-market strategy; draft proposals; create and execute aggressive and achievable sales plans and commitments, and contribute to marketing strategy.  Success will require him/her to leverage their deep sales experience selling e-discovery and document services.
 
The Director will develop and execute account penetration plans within their client base and will “own” their results and the process of getting them.  Must be “brilliant on their feet” and must adapt their communication, approach, and sales strategy to all organizational levels up to Partner, General Counsel and C-levels.  Also important will be the Director’s capacity to build exceptional relationships internally with the Managing Director community.  Will manage multiple concurrent sales cycles at various stages. Sales cycle can run from days to months depending on the size of the solution or client type.
 
Responsibilities:
  • Develop and articulate a clear grasp of services.
  • Make concise and compelling presentations to a variety of audiences; capture the attention and engagement of the most demanding and time-pressed audiences.
  • Balance the need to close business quickly while concurrently working with clients consultatively to identify client needs and match them with service offerings.
  • Work in partnerships with Managing Directors to capture and maximize revenue opportunities.
 
 Requirements:
  • BA/BS degree with advanced degree preferred
  • Preferred: 5+ or more years Sales Director management experience
  • A track-record of successfully selling large-scale e-discovery or document review services.  Experience selling an integrated e-discovery and document revue service is strongly preferred.
  • Proven discipline with regard to developing and effectively executing detailed account plans, penetration strategies and pipeline management strategies.
  • Large client base of law firm and corporate contacts. 
  • A demonstrable and documented track record of predictably, consistency, and the over-achievement of revenue targets.
  • Proven experience concurrently managing selling-cycles of varying length.
  • A flexible approach to communication; able to adapt message quickly to the appropriate level or function with poise, polish, and relevance.
  • A highly intelligent and energetic executive who quickly assesses business situations and acts in an informed and decisive manner to drive required results.
  • Excellent written and verbal skills; ability to articulate complex subject matter to non-technical audiences in a concise and compelling manner.
  • Entrepreneurial spirit; the drive to build and grow a dynamic and vibrant business.