Job Description

Posting Type

Hybrid

We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with an AI-powered platform to organize data, discover the truth, and act on it.  Global Government bodies, 199 of the Am Law 200, Global 500 Corporations with more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.

Our SaaS product, RelativityOne underpinned with our Gen AI aiR Suite has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole, authentic self to our team.

As our Asia-Pac Region continues to demonstrate impressive year-over-year growth, we are excited to expand our team to capture the high demand. As Senior Account Executive – Existing Business you will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. The ideal candidate will own customer account management focused on developing and growing existing direct and indirect commercial relationships with the largest companies in the world.

and Requirements

Role Responsibilities: 

• You will be assigned a named account territorycomprisedofexistinglaw firmsand corporates. 

• Achievegrowth and expansionquotabyleadingand managinggrowth and expansionsales-cyclesdemonstratingexperienceofbuilding value,negotiatingtermsand understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives).   

• Maintain and developexecutiveand product championrelationships withinthe existingcustomer base to helpdefinetheirongoingtechnologyadoption.

• Maintain deep product and market knowledgein order toarticulate ourvalue and be viewed as a trusted advisor,bringing compelling insights and ideasto clients,with follow through execution.   

• Work with our Channel Partners to drive strongcollaborative motions on our indirect clients,maintainingdirect communications and being the Relativity advocatefor the end client 

• Definedetailed account strategiestogenerateand develop growth opportunities, working cross functionally with multiple lines of business includingCustomer Success, Global AccountTeamsandour Channel Partners.

• Coordinatemarket level thought leadership sessions,product demonstrations andvaluepresentations forexisting clientsthat culminates invalue-inspired business cases tailored to your accounts 

• Coordinate globalclient managementwithcustomer success reps andsales reps around the world, both within Relativity and at our Channel Partners.

• Demonstrate consistent commitment to Relativity Core Values 

Qualifications

• Five or more years of quota-carrying experience inkey account managementfor an enterprise software company.    

• Two or more years of experience selling SaaS,cloudand/or integration products, preferably in eDiscovery or Legal/Compliance SaaS   

• Experience withvalue ledsolutionup and crossselling, largetransactionsand/or lengthyinfluencecampaigns.   

• High degree of comfort with public speaking and giving presentations.   

• Methodical in your approach to the sales process, utilising MEDDPICC or similar with strong Salesforce hygiene 

Suggested Skills:

Account Management, Business Development, Business Relationship Management (BRM), Consultative Selling, Customer Relationship Management (CRM), Customer Retentions, Relationship Building, Relationship Management, Sales, Strategic Planning