Senior Account Executive, Existing Business – APAC

Role Overview

• 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 with in 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

Requirements

• 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.

Tech Stack

• Cloud

Benefits

• Professional development opportunities