Specialist, Client Development

4 weeks ago

Palo Alto, United States WilmerHale Full time

Specialist, Client Development
WilmerHale - Palo Alto, CA

The Client Development Specialist is responsible for identifying and supporting revenue-generating opportunities for the firm’s emerging company and venture capital practice in the Bay Area. This individual will proactively develop relationships with founders and early-stage startups (both existing clients and prospects); university, incubator and accelerator program contacts; technology industry groups; venture and seed investors; and other service providers. In addition to understanding the business plans and legal needs of entrepreneurs, the Specialist serves as a spokesperson for WilmerHale, educating the market about our lawyers, services and value proposition and promoting our brand.

Internally, the Specialist is expected to deliver market updates, insights and recommendations and consistently engage lawyers from our Palo Alto and San Francisco offices in activities designed to enhance their visibility, strengthen and expand their client portfolios and grow market share. Working with the Director of Client Development for the Transactional Department, the Specialist will collaborate with firm personnel to design and execute events and sponsorships within a set budget, maintain our digital presence, develop and promote marketing content and perform industry and company research.

PRINCIPAL DUTIES AND RESPONSIBILITIES*
Identifies, evaluates and develops relationships with industry groups, accelerators and university programs where promising emerging companies are developing and could utilize the firm’s legal services.
Regularly visits universities and other startup venues with the goal of building long term relationships and referral sources.
Attends key events and evaluates opportunities to sponsor programs and host events in WilmerHale offices in order to network, grow WilmerHale visibility and gather market intelligence.
Updates CRM system to track activity and communications with new and existing contacts and uncover internal connections (“who knows whom”).
Screens potential clients to understand their needs and alignment with QuickLaunch or general WilmerHale client criteria; facilitates introductions to lawyers and service providers as appropriate.
Offers guidance to select existing clients and contacts of the firm seeking feedback on business plans, capital raising and competitive landscape.
Provides updates and meets regularly with WilmerHale partners to report on progress, share leads and referrals, present new opportunities, prompt follow-up activities and receive feedback on efforts.
Secures speaking engagements and other hands-on opportunities for lawyers to build their profiles among target audiences.
Generates and promotes new content including presentations, blog posts, event and marketing material.
Continues to develop the QuickLaunch platform, WilmerHale Launch website and related marketing and social media efforts.
Maintains a deep understanding of the firm’s capabilities, experience, differentiators and competitors.
Tracks and analyzes metrics related to efforts and impact and provides monthly and quarterly progress reports to WilmerHale partners.
Sees and deploys collaboration with colleagues as a critical factor in service excellence.
Performs special projects as requested by Client Development leadership team.

Required Skills
MINIMUM QUALIFICATIONS
Knowledge/Skills/Abilities:
Deep understanding of the startup culture and ability to offer strategic guidance to founders and entrepreneurs.
Knowledge of venture capital industry, tech sectors, fundraising trends and business models.
Familiarity with and existing relationships in the startup ecosystem in the Bay Area.
Skilled at networking, building relationships and making connections with a broad range of constituents.
Motivated self-starter with the ability to work independently while securing buy-in and engaging decision-makers at key times to validate approach.
Excellent written, presentation and oral communication skills.
Experience with CRM system, Salesforce or other pipeline management tools is preferable.
Ability to work in a fast-paced environment with high expectations for attention to detail and quality.
Education:

Bachelor’s degree required.
Experience:

Minimum of 2 years’ experience in venture capital, accelerator/incubator administration or in a business development capacity at a mature startup.
WilmerHale is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability or veteran status, or other protected status.

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