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Lead Sales and Account Executive
2 months ago
Cognia Law is an innovative legal services firm with ambitious plans to achieve its strategic objectives over the next five years. This newly created position presents a remarkable opportunity to become part of a dynamic team and play a crucial role in the firm's growth.
Cognia Law primarily serves large corporations with revenues exceeding £500M, operating across the UK, EMEA, Australia, USA, and Canada. Our clientele typically has extensive legal departments comprising over 50 attorneys.
The primary responsibility of the Lead Sales and Account Manager is to spearhead and facilitate Cognia's revenue expansion, particularly from substantial, multi-year legal managed services involving five or more full-time equivalents (FTEs).
This role encompasses several key areas:
- Business development and new client acquisition
- Account management for designated clients
- Overseeing Requests for Information (RFI) and Requests for Proposals (RFP) as they arise
As the Deal Driver, your responsibilities will include:
- Utilizing consultative sales techniques to engage senior legal executives, positioning Cognia effectively, and identifying opportunities for additional business.
- Collaborating with the Cognia Leadership Team, subject matter experts, and the broader team to generate leads, shape opportunities, qualify deals, and develop and implement winning strategies throughout the sales cycle.
- Managing the progression of assigned leads by overseeing all interactions during the sales process, refining opportunities to convert them into successful deals.
- Guiding deals through the sales cycle while acting as an Account Manager, actively participating in the creation of proposals and solutions for prospective clients.
- Supporting all contractual and commercial negotiations with clients.
As an Account Manager, your duties will include:
- Serving as Cognia's primary client relationship manager for assigned accounts, ensuring the growth of revenue and profitability.
- Collaborating with Cognia's delivery team, subject matter experts, and commercial team to guarantee exceptional client service and delivery.
- Working alongside the Executive Sponsor and the wider Cognia team to develop and manage account plans, including strategies and actions to meet established business objectives and metrics.
- Overseeing the execution of account plans, ensuring that relevant planning and follow-up activities are carried out effectively.
- Gaining insights into the competitive landscape within the account and formulating strategies to engage and outperform competitors.
- Assisting in all contractual and commercial discussions related to accounts and deals.
Qualifications
The ideal candidate for the Deal and Account Manager role will possess a proven track record in:
- Converting leads and driving new business opportunities.
- Understanding client needs, motivations, and concerns, and building rapport both online and in person to achieve sales success.
- Employing innovative and creative approaches to effectively engage target buyers, experimenting with new tactics, and enhancing outcomes based on lessons learned.
- Demonstrating strong objection handling skills and the ability to close sales effectively.
- Exhibiting clear written and verbal communication abilities.
- Being self-motivated with a positive outlook and a passion for achieving or exceeding sales targets.
- Creating impact and influencing senior stakeholders.
- Being proficient in various software applications and quickly adapting to new tools (e.g., MS Word, PowerPoint, Excel, CRM systems).
- Having knowledge of the Legal/Professional Services or Alternative Legal Service Provider (ALSP) market is advantageous.
