Business Development Executive
Law Business Research
Enterprise Sales Manager
Law Business Research
full-time
Posted on:
Origin: • 🇬🇧 United Kingdom
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Lead API and Enterprise sales efforts for Lexology PRO to new logos and incumbent clients
- Lead own individual sales and guide global activity of others on the same targets
- Act as lead channel between Product and clients regarding API best practice, collateral build and client implementation
- Ensure Lexology PRO (UI and API applications) are presented effectively to customers globally
- Deliver product demos including preparation, delivery and follow-up
- Work with Sales/Product teams to deliver API Proof of Values and manage live projects from assessment to implementation
- Understand individual use cases and review prospect requirements during API Proof of Value
- Lead and conduct onsite engagements to understand customer processes and facilitate architecture/solution discussions
- Align client tactical and strategic challenges through implementing Lexology PRO across their organisation
- Scope functional and technical requirements and recommend solutions to optimise customer and company value
- Complete RFx documents in conjunction with LBR support teams
- Initiate, develop and maintain strong customer relationships to win new business
- Perform account management tasks including upsell, upgrades and supporting renewals
- Collaborate internally to ensure delivery standards and identify upsell/cross-sell opportunities
- Share in-depth market and sector knowledge within the company
- Deliver tailored communications depending on product and audience
- Update CRM to accurately reflect sales activity and progress opportunities
- Ensure clients have signed contracts and orders processed in accordance with GDPR
- Assist in developing and implementing plans to maximise new business and meet revenue targets
- Attend client meetings, communicate product developments and obtain client feedback
- Develop cross-organisational relationships with stakeholders (editorial, content, marketing, finance, product, team leaders)
- Mentor junior team members and support their training
- Network with clients and attend industry events to build strategic relationships
Requirements
- Excellent negotiation and communication skills, in particular a highly professional telephone manner
- Self-motivated and driven to achieve targets
- Ability to “Own the Room”; strong soft skills including Communication, Co-ordination, and business consensus
- Natural leader focused on positive outcomes for the organisation
- Understands business goals and market perceptions and how this role impacts both
- Seeker of information (internal and external) to drive the right approach and outcomes
- Knowledge of organisation offerings with strong attention to detail
- Customer focused – excellent understanding of customer needs and business drivers; experience using that knowledge to set priorities, solve operational issues and drive revenue growth
- Entrepreneurial spirit and action-oriented mindset
- Some broad knowledge of SaaS/hosting/web technologies and API/file based integration approach advantageous but not essential
- Advantageous to have worked in Financial Services, Legal industry, or a software company
- Experience leading API and enterprise sales, product demos, and managing API Proof of Value processes
- Ability to conduct onsite engagements and facilitate architecture/solution discussions
- Familiarity with GDPR and ensuring contracts/orders comply with regulation
