Sales Specialist – Software Solutions

Location: London

Salary: £65k basic with a £100k OTE

This is a new business role focusing on selling clients legal software solutions into corporate companies across the UK and Europe. The role will initially focus on prospecting and closing new strategic clients working alongside the relevant relationship managers where appropriate. The role will be based in London with the requirement for significant UK travel as required to support larger sales opportunities and attend conferences and events.

Major Responsibilities / Accountabilities:

• You will establish and develop a strategy for identifying and closing new Legal Tracker & Contract Express software and services sales opportunities with prospects working in collaboration with the account management teams across our clients company.
• The incumbent of this role will engage effectively with CX level contacts in order to demonstrate and sell the value and benefits of the solution within corporate in-house legal departments.
• Manage complex sales cycles and present to Managing Partners, Legal Operations Directors, General Counsel, IT Sourcing and C-level executives the value of the solutions.
• Interface at all levels of the target organisations, including IT architects, IT security, Procurement and senior executives.
• Collaborate and lead successful execution of sales activities with internal cross-functional teams, with senior management and corporate counsel, through contract negotiation and signed contracts.
• Work with the wider solutions team (Customer Success and Professional Services) in order to deliver compelling client centric presentations and demonstrations.
• Working collaboratively with the wider team to manage response to tenders/RFIs and ensure resources are marshalled accordingly.
• Work with the technical delivery team to ensure solutions are delivered to client’s expectations.
• Work in a CRM environment throughout deal progression and achieve KPI targets to build a robust sales pipeline in order to achieve new business sales growth in line with set objectives and targets.
• Provide timely and accurate forecasts to the exec on a weekly/monthly basis.
• Must be capable of traveling throughout the EMEA region to support/drive sales process and activity.

Skills and Experience Required:

• Demonstrable track record of consistent overachievement in past sales roles and significant experience successfully selling complex SaaS software solutions and closing multiyear deals in excess of $500k.
• Extensive solutions sales experience utilising methods such as Miller Heiman, TAS, SPIN.
• Excellent consultative sales skills in defining need analysis, qualification and presenting value proposition to potential clients.
• Strong presentation skills; both face to face and remotely.
• Proficient computer skills including MS Office & Outlook.
• Experience and success working in a targeted and KPI driven sales environment.
• Proficient in all elements of sales process across client acquisition utilising CRM (Salesforce.com) to track and manage pipeline.
• Excellent opportunity qualification, client needs analysis and negotiation skills.
• Strong Technical capability with the ability to clearly articulate the benefits of document automation solutions.
• Proven ability to work collaboratively, in harmony with Account Managers who own customer relationships and other stakeholders in the business.

Desired Skills and Experience Required:

• Legal operations / e-billing / matter management / document automation sales experience is highly desirable.