• Director, eDiscovery Sales

    Job Locations US-DC-Washington
    ID
    2019-1036
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    Xact Data Discovery is seeking an experienced Sales Professional (Director, eDiscovery Sales) with a successful track record of building and developing sales and marketing strategies involving electronic discovery, document review, forensics, hosting, and legal process outsourcing to law firms and corporate general counsel, and must be a strategic thinker with a high caliber understanding of business development and technology.  Responsibilities for this position will include light travel. This is a hunting sales position responsible for new business accrual from initial contact to close. Experience with Salesforce or a similar CRM is required.

    Responsibilities

    • Must possess a fully developed and mature understanding of the legal environment: i) specifically knowledge of the litigation process and ii) litigation support solutions to include the electronic data discovery process.
    • Must possess the ability to demonstrate a highly developed executive presentation skill with open, effective communication and relationship building capabilities.
    • Ability to influence and persuade decision makers at all levels of the organization and bring a thorough understanding of the selling and buying coalition.
    • Ability to achieve revenue goals on a monthly, quarterly and yearly basis, as well as other sales metrics established by sales management.
    • Proven and demonstrated record of exceptional business development expertise with a concentration on adding new clients for Xact Data Discovery.
    • Consultative sales approach that has the capability of performing in a fast-paced, demanding and deadline driven industry is critical Consultative selling expertise: follow a proven sales methodology that aligns client need with the company solution.
    • Ability to ask probing questions to determine client needs and pain to develop solutions that meet clients need including financial benefit.
    • Ability to solve complex problems: fully understand client situations to formulate a solution that incorporates a multi-faceted solutions to meet client need, meet financial requirements, aligned to specific buyer roles.

    Qualifications

    KNOWLEDGE, SKILLS AND EDUCTION:

    • Must have exceptional analytical, written, and verbal communication skills.
    • Demonstrated experience working in a fast paced, team oriented environment where effective individual and team selling is critical to success.
    • Current contacts and/or book of business in this marketplace, and EDD/ESI, LPO or technology based sales experience are essential to your success.
    • Some travel may be required.
    • Five plus years high level executive sales or litigation support experience, or LPO experience.
    • Acceptance of high level of accountability
    • Proficiency at sales forecasting, pipeline and activity management with Salesforce
    • Demonstration and use of relevant continuing education

    EDUCATION:

     

    • BA/BS or equivalent experience required, Juris Doctorate or MBA strongly preferred.
    • Valid driver's license.
    • Certifications a Plus
      • CEDS: Certified E-Discovery Specialist
      • IGP: Information Governance Professional
      • CeDP: Certified eDiscovery Professional
      • Forensic Investigator Licensing
    • English fluency is required.

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