Senior Sales and Account Manager, UK/EMEA

Position Description

Title: Senior Sales and Account Manager, UK/EMEA
Reports to: Colin McArdle (Regional Director)
Salary structure: Base Salary + Commission

Day to Day Responsibilities

  • Involved in and responsible for the end-to-end client software sales process,
    including account management. This involves:

    • Generating your own new business leads and opportunities and maintaining
      a healthy pipeline (target of x3 greater than revenue target, breadth of
      products and services)

    • Logging of any identified opportunities with partner vendors (pre sales, upsell
      add-ons)

    • Demoing software such as Actionstep, NetDocuments, Viewpoint, Thimble

    • Data input and maintenance of CRM system (Monday.com) for client and
      prospect opportunities

    • Scoping client requirements & pricing up fixed fee quotes

    • Drafting Proposals and SOW for Verlata services and products

    • Summarising next steps to clients, in writing, at each step of the sales journey

    • Following up clients for sign off, closing opportunities

    • Issuing proposal for e-signature

    • Providing regular updates to the CRO / Regional Director on leads
      progression and close probability

    • Identifying upsell opportunities of our products and additional services, during
      and after initial sale, following sales process for after market opportunities

    • After initial implementation, serve as the primary point of contact for assigned
      clients (account management element).

    • Conduct regular check-ins and reviews with clients to ensure satisfaction,
      identify areas for improvement in software utilisation, functionality
      enhancements, additions to tech stack and to identify new business / upsell
      opportunities.

    • Provide clients with expert advice on how best to utilise our offerings to meet
      their business objectives.

    • Work closely with team members on any services tasks that need to be
      completed for clients. Keep the client updated and informed on progress.

  • Build and maintain strong relationships with vendor staff and ensure open, regular
    and collaborative communication and engagement with them at all times. This
    includes following each vendors ‘rules of engagement’

  • Work as a team with your fellow sales team members, collaborating and
    strategising on opportunities where required.

  • Attendance at conferences and networking events when required.

  • Strategy development with sales team, CRO and Regional Director.

  • Responsible for providing data and reporting to the CRO/Regional Director to
    assist in target, KPI and performance tracking.

  • Work with Marketing on any marketing and promotional initiatives including the
    webinars, thought leadership content, Verlata Vine content, LinkedIn/social posts,
    mailing lists, mail outs, events, networking, brand awareness building etc.

  • Maintain strong and positive relationships with clients after initial sale, during
    project and post go live.

  • Maintain a deep understanding of our services and software products.

  • Stay updated on industry trends and competitor offerings.

  • Contribute to achieving revenue targets across all services areas

Standard Role Expectations

  • 5+ year’s experience of selling legal technology, particularly SaaS products and
    associated services

  • Demonstrable knowledge of PCMS and DMS.

  • Responsible and accountable for all tasks outlined in this PD.

  • Consistent and accurate data capture and upkeep in CRM (Monday.com) and DMS
    (NetDocuments).

  • Follow the sales process across all areas of the role.

  • External and internal responsiveness – respond to external comms within 24 hours,
    even if just an acknowledgement.

  • Being prepared for all meetings you attend, setting goals for each meeting and knowing
    your clear next steps and completing those.

  • Delivering all required tasks within set deadlines, unless otherwise agreed.

  • Continuous product knowledge development, including feature and module releases
    and new solutions Verlata is delivering.

  • All proposals will be reviewed and approved by Regional Director or CRO prior to
    sending to the client.

If interested, please send your CV and cover letter to colin.mcardle@verlata.com