Inside Sales Specialist, Legal Technology
Our client is a leading international supplier of specialist software within the legal technology arena. Its products are used by many of the largest law firms across the globe and the company is seeing a rapid increase in business. To facilitate further growth, the company is now seeking an Inside Sales Rep to work from its offices in Central London.
Reporting to the EMEA Director of Sales,The Inside Sales Representative (ISR) will work as part of the regional sales team to drive and deliver sales to meet the teams overall sales goal, as well as to achieve their personal sales quota and targets. The ISR will work collaboratively with the field sales reps to support them to achieve their goals for opening new opportunities and advancing deals. The ISR will also execute activity to close small-value deals (product & services), generate leads by a combination of telesales/email, and assisting with the co-ordination and execution of local marketing events.
Target identification – proactively gather identification data and record this in Salesforce.com – specifically all the key contacts and applications as used by all law firms in its target market (in the region)
Lead generation & development – (i) professionally follow up on new inbound leads generated by marketing /
website (ii) revisit historic webinar responders and determine/reinvigorate interest (iii) collaborate with field sales team to identify campaign-based calling / email initiatives (e.g. SharePoint, 3E, InterAction, D&B, MOJ) and execute.
Build awareness – help to build awareness of the company’s solutions among target customer groups.
Nurture early interest – design & execute a programme of activity to nurture and advance interest – activity
includes sending “of value” information (e.g. news, case studies, articles, events, web seminars) to invitations to engage early-stage leads in marketing activities (eg seminars).
Open opportunities – work collaboratively with the Field Sales reps to target specific new opportunities and revive stale sales opps.
Understand and use a broad set of sales and marketing tools and use appropriately and effectively in early stage opportunities
Learn product/solutions, value proposition, use cases, key questions and benefits of each solution area to facilitate early stage lead conversations
Work effectively in Salesforce.com – to record activity, access information, create reports and analyses and update prospect records accurately
You will need the following experience/abilities
Understanding of the key business and technical challenges for law firms around process automation, data integration, time recording and information security.
Resourceful self-starter with demonstrated record of exceeding goals
Charismatic, articulate, flexible, creative and undaunted by difficult-to-open doors
Able to communicate with the company’s target buyers i.e. Management or C-Level IT, Finance and Compliance personnel
Ability to build and maintain business relationships with the field sales team for effective collaborative selling
Excellent communication and organisation skills
Proficient computer skills including Microsoft Office products – Word, Excel, Outlook and PowerPoint
Experienced with sales database upkeep (Salesforce.com)
Two years’ experience in Inside Sales technology/software, preferably in the legal or professional services sector preferred
Bachelor’s Degree preferred
This is an excellent opportunity to join a global leading software house and will offer a competitive salary and excellent career prospects