Lead Account Executive – Strategic Accounts

🕒 Janeiro 14

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Relativity

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

🤖 Inteligência Artificial

🏢 Corporativo

☁️ SaaS

Artificial Intelligence • Enterprise • SaaS

A Relativity é uma empresa que ajuda clientes a organizar dados, descobrir verdades e tomar ações através de suas soluções de software especializadas. A empresa é conhecida por seu software de revisão em nuvem de ponta a ponta que aborda desafios de descoberta de dados, como e-discovery, análise de contratos, resposta a violações de dados e muito mais. A Relativity integra inteligência artificial avançada em suas soluções para aumentar a eficiência nos processos de gerenciamento e revisão de dados. Ela atende a uma ampla gama de clientes, incluindo escritórios de advocacia, corporações e agências governamentais, fornecendo-lhes ferramentas seguras e potentes com IA. A Relativity está comprometida com segurança proativa, suporte lendário e construção de uma comunidade global de usuários e parceiros.

Descrição

• You will be assigned a named account territory comprised of strategic accounts/ prospects in our Global 500 corporate focus territory (DAX40, M-DAX, SMI, leading non-public accounts, etc) • Search, find and nurture leads & build and own deep executive relationships with our strategic prospect base to help influence their long-term technology and business decisions and generate new business • Add value and be viewed as a trusted partner by bringing thought leadership, compelling insights and ideas with follow through execution. • Strongly collaborate and work with our Channel Partners to drive a strong co-selling motion in market whilst maintaining close relationships and networks with the accounts within the corporate sector. • Own and manage entire sales-cycles and challenge the status quo, negotiate terms and understand associated legal and business risks (includes presenting multi-year agreements to C-level executives). • Own detailed territory and account strategy leading to the creation of growth opportunities. • Lead and coordinate internal cross functional lines of business and our Channel Partners - maximize business impact generating opportunities with our strategic enterprise prospects. • Coordinate and collaborate with our global sales teams on global strategic accounts, both internally within Relativity and with our Channel Partners. • Coordinate market level thought leadership sessions, product demonstrations and value presentations for strategic accounts that culminates in value-inspired business cases tailored to your accounts • Demonstrate consistent commitment to Relativity Core Values

🎯 Requisitos

• Seven or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company. • eDiscovery and/or Legal/Compliance SaaS sales experience preferred. • Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes) • Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement • You set a high bar of success and take ownership holding yourself accountable to objectives & key results • Methodical in your approach to the sales process, utilising MEDDPICC, Value Selling or similar with strong Salesforce hygiene • Business fluent in German

🏖️ Benefícios

• Comprehensive health plan • Flexible work arrangements • Two, week-long company breaks per year • Additional time off • Long-term incentive program • Training investment program