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Senior Partner Account Manager

  • Job Id :

    Ver011

  • Job Date :

    December 05, 2020

  • Experience :

    5-6 Years

  • Location :

    US Remote- headquarters in Austin

Responsibilities

  • Prospect, sell to, and close new partner accounts.
  • Manage the sales process with tight control over each stage.
  • Build meaningful trusted relationships with senior stakeholders in target accounts; understand their service and business models, strategies, and aspirations
  • Articulate a managed service offering using Optimum to deliver new services to their corporate customers; proactively lead a joint selling motions to drive Optimum managed services to the partner’s customers.
  • Develop mutual performance objectives, financial targets, and critical milestones associated with an expansion.
  • Develop and follow account plans for key accounts
  • Maintain an accurate and detailed opportunity pipeline in Salesforce
  • Manage pipeline to ensure Optimum is well-positioned for consistent and long-term success
  • Manage the sales cycle through contract execution and hand off to Customer Success for onboarding

Requirements

  • Minimum 5-6 years of experience in partner or channel sales with quota carrying experience in net new and expansion accounts
  • Experience structuring and leading complex software pursuits in a matrixed environment
  • Deep experience in the eDiscovery domain.
  • Experience either working at or selling to global consulting firms with forensic technology/eDiscovery practices, preferably including the Big4.
  • Sales management experience, particularly in complex, multi-constituency environments with long sales cycles.
  • Demonstrable experience developing relationships with practice leaders / business leaders at senior levels.
  • The position requires an understanding of eDiscovery Legal Service Providers (“LSPs”), consulting, advisory, and managed service firms that service corporate legal departments.
  • A strong customer orientation is essential, as is a functional understanding of Optimum to sell our platform suite, advocate for their clients, help them be successful with our products.
  • Referenceable client relationships where you are recognized as a trusted advisor
  • Proven track record of winning large and complex enterprise sales involving numerous stakeholders and decision makers
  • Executive-level communication skills, written and oral.
  • Financial modeling and contract negotiation experience.
  • Highly collaborative with the ability to thrive in a fast-paced, unpredictable, and ever-changing environment
  • 50% client travel anticipated (Due to COVID-19, non-essential travel has been suspended)
  • A high level of self-motivation, energy, and drive to succeed.
  • Thorough and detailed approach to follow up
  • Natural curiosity and ability to quickly assess and respond to new situations.
  • Experience with Salesforce
  • BA/BS degree or equivalent is required.

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