Senior Account Executive, Existing Business - APAC at Relativity

, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

02 Jul, 26

Salary

0.0

Posted On

03 Apr, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Account Management, Business Development, Consultative Selling, Customer Relationship Management, Sales, Strategic Planning, SaaS, Cloud Computing, eDiscovery, Legal Tech, Compliance, Negotiation, Relationship Building, Enterprise Software, MEDDPICC, Salesforce

Industry

Software Development

Description

Posting Type Hybrid Job Overview We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with an AI-powered platform to organize data, discover the truth, and act on it. Global Government bodies, 199 of the Am Law 200, Global 500 Corporations with more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects. Our SaaS product, RelativityOne underpinned with our Gen AI aiR Suite has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole, authentic self to our team. As our Asia-Pac Region continues to demonstrate impressive year-over-year growth, we are excited to expand our team to capture the high demand. As Senior Account Executive – Existing Business you will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. The ideal candidate will own customer account management focused on developing and growing existing direct and indirect commercial relationships with the largest companies in the world. Job Description and Requirements Role Responsibilities: 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 within 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 Qualifications 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 Suggested Skills: Account Management, Business Development, Business Relationship Management (BRM), Consultative Selling, Customer Relationship Management (CRM), Customer Retentions, Relationship Building, Relationship Management, Sales, Strategic Planning We’re solving big data challenges in the legal tech industry, and we’re always looking for more people to join us on the journey. At Relativity, you'll learn cross-functional skills to grow your career and have the chance to make a big impact on our customers, our industry, and our communities. We admire and value our employees, so it’s no surprise that our hiring process is designed to help us really get to know you – and for you to get to know us, too.

Responsibilities

You will manage and grow existing commercial relationships with large law firms and corporate clients within a named territory. This involves driving expansion sales cycles, negotiating multi-year agreements, and collaborating with cross-functional teams and channel partners.