Regional Director, Sales, APAC
Overview
Are you looking for a hybrid or remote work opportunity? Are you interested in a workplace that provides benefits that suit your needs? Are you ready for an environment with open and effective management?
Benefit Highlights:
Annual stipend for private medical insurance
Flexible work arrangements
Company breaks in April & December
Unlimited time off
Long-term incentive program
Training investment program
APAC is one of the most exciting regions for Relativity, the leading eDiscovery software platform globally. We’ve seen considerable growth over the past few years opening data centres in Australia, Hong Kong, Singapore, Japan, South Korea, and India so we’re just getting started! This is a key leadership role for the APAC region, and in this role you will report into and work closely with the Managing Director and VP Sales International to drive the revenue growth strategy across APAC while leading a team of top talent sales professionals.
The team you will lead are AEs for both new business and existing customer sales, working across all segments and products. Relativity provides on-premise and SaaS solutions to support the eDiscovery needs of law firms, corporate and government customers either direct or through our strong community of service providers. You will inherit an outstanding team in Asia and Australia with the opportunity to build on that team further if required, shape our core sales motions and make a real and lasting impact at Relativity as we continue to grow in APAC.
Objectives: Regional Director, Sales, APAC will be responsible for driving all ARR growth while retaining existing customer spend across APAC based prospects and customers.
Directly lead the sales team across APAC
- Be responsible for managing the sales team who work with Service Provider, Law Firm, Corporate and Public Sector segments across APAC.
- Be a talent first manager - At Relativity, we are focused on being a talent first company. As a manager, this means identifying and recruiting the best sales talent, and ensuring your team experiences an inclusive and diverse team culture. A key responsibility will be to set clear development goals and a career path that inspires them.
- Coach and guide sales reps through a complex sales process – eDiscovery is a complex operational process which involves many different groups to support and operate. Leading a sale process which drives consensus across power users, admins, lawyers, IT and partners is a part of every sale. Your role will be to coach and develop the skills necessary for your reps to thrive in this kind of environment.
- Inspire your team and cross-functional stakeholders to create an exciting and rewarding culture of collaboration, “one team”, and work life balance.
Oversee the segment specific GTM decisions and drive sales results
- Responsible for working with the Managing Director and VP Sales International to set and execute on the strategy for regional success and growth
- Identify where to expand in Asia and where to focus and prioritise the team to drive maximum results short term and as part of a longer term strategy
- Align and drive segment specific strategies to drive ARR growth
- Drive greater collaboration with our Service Provider partners based in APAC
- Manage your team through complex sales processes when large enterprise, Government or Law Firm customers want to buy the technology direct from Relativity
- Strong sales and commercial leadership experience must be demonstrated, general management skills a nice to have
- Demonstrated success leading a technology sales team within the Legal tech/eDiscovery a nice to have
- Operationally sound – We are in a phase of rapid growth. So, it will be important to have a solid playbook of operational processes. For example, you will be expected to drive accurate and up to date forecasts, establish an effective account planning process, lead high impact team meetings and develop sales KPIs to help oversee your reps’ effectiveness.
Be a strong collaborator across all functions which support GTM motions
- Partner closely with Marketing on all lead generation efforts impacting APAC sales pipeline
- Be the “face of Relativity” in APAC for international and external events
- Co-create customer success motions to drive optimal consumption across the existing customer base
- Work closely with Sales Operations to deliver a consistently accurate forecast
Internal leadership
- Be a strong voice and presence for the region, “managing up” appropriately to ensure the regional needs are heard/met
- Proactively surface trends identified through voice of customer feedback which may become leading indicators of regional or global change
- Advocate for APAC specific considerations to ensure we are operating a truly global company that services regional customer needs
External leadership
- Build and develop executive level relationships with key decision makers across segment leading customers across APAC
- Become the visible and vocal leader at key industry events hosted in APAC
Strategic mindset
- The commercial leader is the leading role for the region, and with that requires a strategic mindset when prioritizing where to play/win and how to play/win. This pertains to regional expansion, segment or product prioritization decisions, resource allocation and subsequent cross-functional consideration to deliver exceptional customer results.
Requirements:
- Minimum 7 years of quota-carrying experience in new business development for an enterprise software organization, preferably within the e-discovery, CMS, or big data analytics industry
- Minimum 5 years direct sales management 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
- Record of success in generating net new business with consistent overachievement of sales goals
- Excellent communication skills
- Passionate about customer success
- Pipeline management and forecasting experience
- Self-motivated and organized, ability to work in complex deals
- Financial modeling and contract negotiation experience
- Exceptional relationship-building skills
- Strategic mindset
- Experience expanding sales teams across Asia a plus
- Understanding of eDiscovery and domain expertise required
Preferred Qualifications:
- 7+ years in a Senior Sales leadership role or an Executive
- 5+ years in eDiscovery, legal technology or legal services industry
- Strong sales and commercial leadership experience
- International experience growing technology companies across a region
- Deeply experienced with both new business and existing customer sales motions
- Demonstrated success leading a technology sales, marketing and service delivery team within the Legal tech/eDiscovery industry space – nice to have
About Relativity
Relativity is a diverse workplace with different skills and life experiences—and we love and celebrate those differences. We believe that employees are happiest when they're empowered to be their full, authentic selves, regardless how you identify.
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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