Senior Partner Account Manager - Global Advisory

  • Location: Chicago
  • Department: Sales
  • Work Status: Full-time

Overview

At Relativity, we make software to help users organize data, discover the truth, and act on it. Our e-discovery platform is used by more than 13,000 organizations around the world to manage large volumes of data and quickly identify key issues during litigation, internal investigations, and compliance projects.

Here you can own your career in a community of values-driven people who help our customers around the world solve complex data challenges. If this sounds like the place for you, check out the details of this position below.

As a Senior Account Manager – Global Advisory, you will be responsible for growing select Global Advisory Partners through co-selling and account management. You will bring a point of view to the Partner and their clients regarding the value of RelativityOne to help expand their business. This role has a strategy aspect as we help Partners and enterprise clients transition their business into RelativityOne with product, economic, and commercial support.

Role Responsibilities

  • Develop effective and specific account plans to expand Relativity/RelativityOne product and usage, delivering 30% growth for Global Advisory Partners; Primary responsibilities to move clients into the Relativity One Certified Partner Program (ROCP) and then help co-sell this service to their clients.
  • Build strong relationships to drive the Relativity/RelativityOne strategy through the partners organization and their client prospects;
  • Actively understand each customer’s business and technology footprint and cloud posture; know their strategic growth plans and competitive landscape enough to help them transition discovery business to the cloud. 
  • Introduce technical, operational, security, and strategic Relativity resources into the appropriate stages of the sales cycle to move opportunities forward;
  • Follow a disciplined approach to forecasting and opportunity management via SFDC.
  • Learn, master and utilize the Relativity software demonstration to prospective partners and their clients; clearly communicate solutions within the RelativityOne platform and ecosystem
  • Negotiate contracts between various stakeholders (business, legal, procurement, InfoSec, finance, etc.)

Minimum Qualifications

  • Minimum ten years’ experience, five of which must be selling directly to or for professional advisory/consulting service firms
  • Cloud/SaaS selling or integration experience
  • Complex solution selling (i.e. experience selling or delivering software that required the end client to realign certain business processes);
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
  • Pipeline management and forecasting experience
  • BA/BS in Business, Marketing, Communications or related discipline
  • Ability to travel up to 50%

Preferred Qualifications

  • Special consideration given to candidates who have delivered services around eDiscovery, litigation support, dispute advisory, forensic technology, forensic accounting or consulting services;
  • Relativity RCA, RCSP, or Relativity Review certification a plus
  • Technical background or experience with Relativity a plus 
  • Self-motivated and organized, ability to work in complex deals
  • Financial modeling and contract negotiation experience
  • Excellent written and verbal communication skills
  • Exceptional relationship-building skills

About Relativity

Relativity has over 160,000 users in 40+ countries from organizations including the U.S. Department of Justice, more than 70 Fortune 100 companies, and all of the Am Law 200. Relativity's cloud solution, RelativityOne, offers all the functionality of Relativity in a secure and comprehensive SaaS product. Our company has also been named one of Chicago's Top Workplaces by the Chicago Tribune for seven consecutive years. If you’re ready to grow with us, we’d love to hear from you. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.