Relativity

Lead Account Executive – Strategic Accounts

Relativity

full-time

Posted on:

Location Type: Remote

Location: Germany

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Job Level

Senior

About the role

  • You will be assigned a named account territory comprised of strategic accounts/ prospects in our Global 500 corporate focus territory (DAX40, M-DAX, SMI, leading non-public accounts, etc)
  • Search, find and nurture leads & build and own deep executive relationships with our strategic prospect base to help influence their long-term technology and business decisions and generate new business
  • Add value and be viewed as a trusted partner by bringing thought leadership, compelling insights and ideas with follow through execution.
  • Strongly collaborate and work with our Channel Partners to drive a strong co-selling motion in market whilst maintaining close relationships and networks with the accounts within the corporate sector.
  • Own and manage entire sales-cycles and challenge the status quo, negotiate terms and understand associated legal and business risks (includes presenting multi-year agreements to C-level executives).
  • Own detailed territory and account strategy leading to the creation of growth opportunities.
  • Lead and coordinate internal cross functional lines of business and our Channel Partners - maximize business impact generating opportunities with our strategic enterprise prospects.
  • Coordinate and collaborate with our global sales teams on global strategic accounts, both internally within Relativity and with our Channel Partners.
  • Coordinate market level thought leadership sessions, product demonstrations and value presentations for strategic accounts that culminates in value-inspired business cases tailored to your accounts
  • Demonstrate consistent commitment to Relativity Core Values

Requirements

  • Seven or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company.
  • eDiscovery and/or Legal/Compliance SaaS sales experience preferred.
  • Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes)
  • Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement
  • You set a high bar of success and take ownership holding yourself accountable to objectives & key results
  • Methodical in your approach to the sales process, utilising MEDDPICC, Value Selling or similar with strong Salesforce hygiene
  • Business fluent in German
Benefits
  • Comprehensive health plan
  • Flexible work arrangements
  • Two, week-long company breaks per year
  • Additional time off
  • Long-term incentive program
  • Training investment program

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
quota-carrying sales experiencenew customer acquisitioncomplex solution sellingterritory planningprospectingstrategic account planningquota achievementMEDDPICCValue SellingSalesforce hygiene
Soft skills
ownershipaccountabilitymethodical approachcollaborationrelationship buildingthought leadershipnegotiationexecutive communicationinfluencecommitment to values