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Posting Type
Hybrid
Job Overview
We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with an AI-powered platform to organize data, discover the truth, and act on it. Global Government bodies, 199 of the Am Law 200, Global 500 Corporations with more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.Our SaaS product, RelativityOne underpinned with our Gen AI aiR Suite has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole, authentic self to our team.
As our Asia-Pac Region continues to demonstrate impressive year-over-year growth, we are excited to expand our team to capture the high demand. As Senior Account Executive – Existing Business you will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. The ideal candidate will own customer account management focused on developing and growing existing direct and indirect commercial relationships with the largest companies in the world.
Job Description and Requirements
Role Responsibilities:
You will be assigned a named account territory comprised of existing law firms and corporates.
Achieve growth and expansion quota by leading and managing growth and expansion sales-cycles demonstrating experience of building value, negotiating terms and understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives).
Maintain and develop executive and product champion relationships within the existing customer base to help define their ongoing technology adoption.
Maintain deep product and market knowledge in order to articulate our value and be viewed as a trusted advisor, bringing compelling insights and ideas to clients, with follow through execution.
Work with our Channel Partners to drive strong collaborative motions on our indirect clients, maintaining direct communications and being the Relativity advocate for the end client.
Define detailed account strategies to generate and develop growth opportunities, working cross functionally with multiple lines of business including Customer Success, Global Account Teams and our Channel Partners.
Coordinate market level thought leadership sessions, product demonstrations and value presentations for existing clients that culminates in value-inspired business cases tailored to your accounts
Coordinate global client management with customer success reps and sales reps around the world, both within Relativity and at our Channel Partners.
Demonstrate consistent commitment to Relativity Core Values
Qualifications
Five or more years of quota-carrying experience in key account management for an enterprise software company.
Two or more years of experience selling SaaS, cloud and/or integration products, preferably in eDiscovery or Legal/Compliance SaaS
Experience with value led solution up and cross selling, large transactions and/or lengthy influence campaigns.
High degree of comfort with public speaking and giving presentations.
Methodical in your approach to the sales process, utilising MEDDPICC or similar with strong Salesforce hygiene
Suggested Skills:
Account Management, Business Development, Business Relationship Management (BRM), Consultative Selling, Customer Relationship Management (CRM), Customer Retentions, Relationship Building, Relationship Management, Sales, Strategic Planning
