Corporate Sales Executive (CSE)

Southeast- Atlanta

Our client is one of the world’s leading providers of legal services outsourcing, including litigation support, document review, contract management, and intellectual property (IP) management and software services. With offices across Europe, the United States, Asia and the Pacific, Our client supports many of the world’s best known corporations and law firms with a diverse set of legal and IP specific requirements.

In partnership with the Legal Solutions team, the CSE will identify and create new opportunities to sell Legal Services Outsourcing Solutions in the region, with responsibility for delivery of a multi-million-dollar sales target for the LSO business.

The CSE will engage with corporate general counsels and legal operations executives in a consultative process to evaluate the best opportunities for outsourcing and adjusting the design of the legal department organization to take advantage of Our client’s on-shore and off-shore legal services.

Together with the Legal Solutions team for the region, the CSE will own the Client relationship where Our client is seen as their partner of choice for all Legal Services Outsourcing needs.

The CSE will provide Solution Sales expertise throughout the sales life cycle, from generating sales leads to account management.

Responsibilities:
• To provide expertise of high level solutions sales, managing the end to end sales process for the Legal Services Outsourcing team, either directly or through interfaces with the delivery teams.
• To lead in winning new business and maintaining and growing the Client relationship and solution take up.
• To liaise with Practice Leaders on the development of products, new product ideas and how these may be used with Clients
• To provide feedback from Clients on products back to Practice Leaders and escalate any issues
• To provide regular management information, metrics and reports on sales pipeline and account activity against financial targets and milestones.
• To ensure delivery of service to the satisfaction of the Client and to develop a continuous improvement approach to service delivery within the account.
• To develop and maintain a high level of understanding of the LSO value proposition(s) and to be able to present the proposition(s) in context to Client need/awareness.
• To engage with the Client strategically to ensure proactive solution sales and service offerings are made appropriate to the clients’ business strategy and needs.
• To develop & maintain a high level of commercial and business awareness within the Client sector.
• To innovate, think strategically and add real and tangible value to the Client relationship.
• To ensure good commercial practice within all Client proposals, bids, contracts and signed business.
• To manage and to be responsible with Legal Solutions colleagues for all aspects of the commercial relationship between Client(s) and the team.
• To manage the virtual account team on a daily, weekly, monthly basis and to participate in the development of the team both commercially and from a sales management perspective.
• To manage and maintain a detailed account plan and methodology for increasing our client’s foot print with their Client.
• To assist the LSO Solution and Delivery teams in performance review and improvement at an account and organizational level.
• To ensure the Client receive ‘good value for money’ at all times.

Qualifications
• Proven successful track record in developing new business relationships in complex environment based on solutions.
• Experience of operating at Board Director level within large international organizations
• Experience of consulting within large corporate organizations
• Proven ability to manage large multi-million dollar sales target.
• Manage and deliver Sales utilizing multi-disciplined teams
• Ability to learn and grasp complex solutions and customer needs quickly.
• Comfortable in building ROI calculations, in demonstrating value through pay-back/financial assumptions.
• Experience of operating in a multi-cultural international environment.
• Drive to succeed with action orientation
• Numerate and commercially astute
• Thrives on collaboration and team work
• Outstanding relationship building skills
• Excellent communicator, negotiator and influencer
• Ability to deal with ambiguity
• Articulate presentation skills
• Excellent proposal, report and bid writing skills
• Demonstrable skills in planning, time and project management

Desirable Skills and Experience
• Experience of consulting on legal services engagements, providing link between client and service delivery.
• Experience of providing legal domain expertise to sales teams, prospects and clients.
• Experience of advising corporate clients on how to leverage outsourced legal services for litigation, contract management, patent services or compliance.