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
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.