eSentio Technologies is a leading provider of technology consulting and implementation services to law firms and corporate legal departments. Our clients include some of the largest and most technically advanced law firms in the country. Our teams of consultants are industry leaders who are among the most experienced in their fields. This leadership is reflected in that our consultants are frequent speakers at industry conferences. In addition, they have written numerous articles and are regularly quoted in industry publications.
The Director of Business Development will recruit, hire, train, mentor, coach and lead a sales force to grow with the organization. The DBD will spearhead eSentio's revenue generation and customer acquisition by developing and executing a comprehensive sales plan covering all aspects of the business development model including prospecting, sales cycle management, quota attainment, client account management, retention and up-selling.
Sales Management - The DBD will approve goals and milestones for each sales region.
Provide sales coverage for one of eSentio's geographical regions by initiating and building relationships with the top executives of leading firms and legal departments
Coordinates regional marketing, business development and sales activities.
Coordinates the efficient use of technical and consultative resources to enhance the sales process and fulfillment of client obligations.
Administers the solution of implementation problems and operational improvements.
Provides timely information regarding sales operations, accomplishments, problems and proposed solutions.
Marketing - In collaboration with other senior executives, the DBD will be responsible for marketing the firm’s consulting and implementation services including:
Perform market analysis and other forecasting functions.
Create customer profiles and other target market parameters.
Track market penetration and identify successes and failures.
Design corrective actions for market challenges.
Manage participation in trade shows and other forums for the firm’s services.
Design and implement marketing communications and other education activities.
Spearhead market expansion and penetration strategies.
Program Development - The DBD will refine, expand and integrate all of the firm’s marketing, business development and sales process, procedures, policies and systems into cohesive and effective programs. These programs will comprise the infrastructure of an effective and sustainable sales operation.
Executive Leadership - The DBD will be a critical member of the executive management team collaborating with senior leadership in strategic planning and tactical implementation of eSentio’s goals and objective. The DBD will advise corporate management and practice directors on issues critical to the balance sales growth and capacity utilization.
Up to 50 - 75%
10+ years of related experience in professional services arena, preferably in a legal environment.
5+ years of experience selling technology professional services to large law firms and legal departments and an understanding of the business drivers of legal technology solutions is highly preferred.
Strong knowledge of legal market – specifically Am Law 200 firms.
5+ years of experience managing a team of successful sales professionals.
10+ years of experience with high level consultative sales.
10+ years of successful due diligence and deal structuring expertise.
Experience developing sales and territory plans.
Must have excellent interpersonal, verbal, written communication skills and presentation skills.
Comfortable dealing with senior leaders of organizations (CIO’s, CFO’s, Managing Partners, etc.).
Strong relationship building skills.
Must be driven, goal oriented, consultative, high energy, service oriented.
Existing contacts in legal industry.
Excellent problem solving skills.
Bachelor’s degree or equivalent
About Our Company
We are committed to providing value to the clients we serve by giving candid, unbiased recommendations on the technologies that will best serve that particular firm's needs. We believe that law firms are service providers to their clients and as such, technology investments should be based on sound business decisions, not just the intricacies of the technology. We also believe in unparalleled, uncompromising client service. Our success has stemmed largely from our core belief in doing what is best for our clients and exceeding their expectations for service, knowledge, value and innovation.
We view every member of our team as a professional and expect a very high level of professionalism in all areas work as a result. One of the reasons so many of us enjoy being a part of eSentio is working with such a great group of people. There are many brilliant, very hard-working individuals at eSentio who are also great people to be around and get to know.
eSentio has a corporate culture common to many small to medium sized high-tech firms – and this means we work hard but strive to maintain a fun work environment. eSentio offers all employees a highly rewarding compensation package that includes a variety of salary and bonus options. Another way we reward employees for hard work is through an annual company incentive trip. Consultants become eligible by achieving their goals for the year. Previous destinations have included Jamaica and the Dominican Republic!
Health Insurance, Life Insurance, Dental Insurance, Disability Insurance, Paid Time Off, Simple IRA retirement plan.
This job description is not intended to be all inclusive, and employee will perform other reasonably related business duties as assigned by the immediate supervisor and other management as required.
eSentio Technologies is an Equal Opportunity Employer.
Telecommuting is allowed.
Additional Salary Information: A generous base salary and performance based bonus is associated with this role.