Senior Account Executive, Existing Business – APAC

This is a fully remote position, open to applicants in Australia.

📋 Description

• You will be responsible for a designated account territory that includes established law firms and corporate clients.

• Drive growth and expansion targets by overseeing and managing sales cycles, showcasing your ability to create value, negotiate terms, and comprehend related legal and business risks (this includes presenting multi-year agreements to C-level executives).

• Foster and enhance relationships with executives and product champions within the current customer base to support their ongoing technology adoption.

• Maintain extensive knowledge of our products and market trends to effectively communicate our value proposition and establish yourself as a trusted advisor, offering insightful ideas and executing follow-through.

• Collaborate with our Channel Partners to enhance cooperative efforts with our indirect clients, ensuring direct communication and serving as the Relativity advocate for the end clients.

• Develop comprehensive account strategies to identify and nurture growth opportunities, collaborating across various business lines including Customer Success, Global Account Teams, and our Channel Partners.

• Organize market-level thought leadership sessions, product demonstrations, and value presentations for current clients, culminating in customized, value-driven business cases for your accounts.

• Oversee global client management in partnership with customer success representatives and sales representatives worldwide, both within Relativity and at our Channel Partners.

• Exhibit a steadfast commitment to Relativity Core Values.

⛳️ Requirements

• A minimum of five years of experience in quota-carrying roles within key account management for an enterprise software company.

• At least two years of experience in selling SaaS, cloud, and/or integration products, ideally in the eDiscovery or Legal/Compliance SaaS sectors.

• Proven experience in value-driven solution selling, including up-selling, cross-selling, handling large transactions, and managing extensive influence campaigns.

• High level of comfort with public speaking and delivering presentations.

• A systematic approach to the sales process, utilizing MEDDPICC or a similar framework, along with strong Salesforce maintenance practices.

🏝️ Benefits

• Opportunities for professional development.