Key Commercial Account Executive

3 weeks ago

Atlanta, United States Onit Full time

About the job:

The Key Commercial Account Executive at Onit will be responsible for new client acquisition in a defined geographic territory with a focus on the Fortune 500 Corporate Legal, Compliance and Contract Management market spaces. In this role, you will be selling Onit’s full portfolio of solutions including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM) and Custom Applications among others. A critical requirement for this role is building strong relationships with prospective customers, including key C-level executives/decision makers and other stakeholders across the organization and the ability to effectively understand customer business problems and articulate the Onit value proposition. This role will partner with cross functional internal teams including Sales Engineering, Professional Services, Sales Operations and Strategic Alliances. A successful Account Executive will consistently achieve new client acquisition and revenue targets, while executing a strategy to expand Onit’s footprint within your assigned territory.


Responsibilities:

  • Manage the end to end complex sales cycle including prospect identification, qualification, product demonstrations (with support from the Sales Engineering team), contract negotiations and close
  • Communicate effectively with C-level prospects
  • Attend key trade shows in your region and nationally building relationships with key stakeholders/influencers in order to drive overall market penetration strategy
  • Work in close alignment with our Sales Engineering team to develop strategy for custom demos in the pre-sales process.
  • Focus on continuously building and maintaining a sales pipeline with a minimum 4x coverage against quota
  • Manage the handoff from signed license agreement to the implementation delivery team and stay connected during the transition to account management
  • Partner with Marketing in the timely follow up of leads, the transition to opportunities process and feedback loop
  • Maintain sales pipeline information in CRM, including sales opportunity detail, forecasts, contact data and call/meeting history
  • Prepare and present Territory Business Plans to senior management periodically


Skills/Qualifications:

  • 2+ years of SaaS sales experience with history of achieving quota
  • Previous experience in a Business/Sales Development Representative role is a strong plus
  • Highly motivated and disciplined self-starter with excellent oral and written communication skills
  • Demonstrable ability to communicate, present and influence key stakeholders at all levels within an organization including executive and C-level
  • Able to thrive in a fast paced, self-directed entrepreneurial environment
  • Must be comfortable managing multiple tasks and projects in real time
  • Strong inquisitive nature and ability to think outside the box to solve problems
  • Experience using Salesforce.com, Outreach, and LinkedIn Sales Navigator


About Onit:

Onit is a leading, global provider of Enterprise Legal Management (ELM) software. Onit is transforming the way corporate legal departments, law firms along with other business functions drive operational and process improvements. Onit helps enterprises scale their legal operations with modern software solutions so Legal can focus on creating a competitive advantage for the business.

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