Strategic Account Executive

1 week ago

Atlanta, Georgia, United States Onit Full time
About the Role

The Strategic Account Executive at Onit will be responsible for driving new client acquisition in a defined geographic territory, focusing on the Fortune 500 Corporate Legal, Compliance, and Contract Management market spaces. This role will involve selling Onit's full portfolio of solutions, including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM), and Custom Applications. A critical requirement is building strong relationships with prospective customers, including key C-level executives and other stakeholders, and effectively understanding customer business problems and articulating the Onit value proposition.

Responsibilities
  • Manage the end-to-end complex sales cycle, including prospect identification, qualification, product demonstrations, contract negotiations, and close.
  • Communicate effectively with C-level prospects and stakeholders.
  • Attend key trade shows in your region and nationally to build relationships with key stakeholders and drive overall market penetration strategy.
  • Work closely with the 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 to follow up on leads, transition to opportunities, and provide feedback.
  • 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.
Requirements
  • 5+ years of SaaS sales experience with a history of achieving quota.
  • Experience in the legal software or services industry is strongly preferred.
  • 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. We are transforming the way corporate legal departments, law firms, and other business functions drive operational and process improvements. Our software helps enterprises scale their legal operations, allowing Legal to focus on creating a competitive advantage for the business.

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