Director of Sales (Large Law Segment) - iManage
Chicago, IL
About the Job
This is a remote position. We are a global team that leverages the latest technology to communicate with our colleagues across the globe. There may be times in which this role would be required to travel to a local office for in person collaborations with your team.
Being a Director of Sales (Large Law Segment) at iManage Means…
You are a passionate sales leader with experience directing an enterprise level sales team for a global SaaS company. You are consultative and service oriented, and you manage experienced sellers by asking the right questions and supporting when help is needed to remove obstacles, direct resources, and drive predictable revenue outcomes. You have contributed to defining an expansion focused account management and you have collaborated closely with other functional leaders to achieve business transformation.
You will lead a North American based team of experienced Account Executives that focus on selling iManage solutions to our Large Law customer segment which represents our top 200 legal customers. This is an incredible opportunity to contribute to a significant transformation in the way we sell to and manage relationships with our largest law firm customers.
At iManage, Customers Matter Most is a core value. We believe that if the customer succeeds, the company succeeds. You will share in this belief and strive to understand and appreciate our end customers. As a Senior Leader in our sales organization, you will drive a culture of empathy and appreciation for diverse backgrounds and experiences. You will collaborate with iManage teams such as Marketing, Product Management, Professional Services, Customer Success, Support and more to expand the ways that large law firms benefit from our Cloud Platform Solution.
iM Responsible For…
iM Qualified Because I Have…
Bonus Points If I Have...
Don't meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn't align perfectly with every qualification we encourage you to apply anyways!
iM Getting To…
iManage Is Supporting Me By...
About iManage…
iManage is dedicated to Making Knowledge WorkTM. Over one million professionals across 65 countries rely on our intelligent, cloud-enabled, secure knowledge work platform to uncover and activate the knowledge that exists inside their business content and communications.
We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.
So we’re looking for people who love a challenge. People who are happiest when they’re solving problems and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we do things that might appear impossible. How we develop our employees’ strengths and unlock their potential. How we find meaning in everything we do.
Whoever you are, whatever you do, however you work. Make it mean something at iManage.
iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Learn more at: www.imanage.com
Please see our privacy statement for more information on how we handle your personal data: https://imanage.com/privacy-policy/
#LI-Remote
#LI-SC1
Being a Director of Sales (Large Law Segment) at iManage Means…
You are a passionate sales leader with experience directing an enterprise level sales team for a global SaaS company. You are consultative and service oriented, and you manage experienced sellers by asking the right questions and supporting when help is needed to remove obstacles, direct resources, and drive predictable revenue outcomes. You have contributed to defining an expansion focused account management and you have collaborated closely with other functional leaders to achieve business transformation.
You will lead a North American based team of experienced Account Executives that focus on selling iManage solutions to our Large Law customer segment which represents our top 200 legal customers. This is an incredible opportunity to contribute to a significant transformation in the way we sell to and manage relationships with our largest law firm customers.
At iManage, Customers Matter Most is a core value. We believe that if the customer succeeds, the company succeeds. You will share in this belief and strive to understand and appreciate our end customers. As a Senior Leader in our sales organization, you will drive a culture of empathy and appreciation for diverse backgrounds and experiences. You will collaborate with iManage teams such as Marketing, Product Management, Professional Services, Customer Success, Support and more to expand the ways that large law firms benefit from our Cloud Platform Solution.
iM Responsible For…
- Fostering and maintaining a culture of hard work, integrity, and continuous learning.
- Developing an account management and cross selling strategy to expand and diversify revenue derived from current Large Law customer base and ensure each firm can reach their own unique multi-year business objectives.
- Creating standardized best practices for selling to and managing relationships with top tier accounts (including Executive Briefings and Multi-Track customer communication to demonstrate value to various buying centers and user personas within law firms).
- Managing the pipeline and forecasting sales activity and revenue attainment for the North American region.
- Supporting Account Executives by ensuring they have sufficient and effective enablement materials, playbooks etc. in partnership with Marketing and Sales Enablement.
- Conducting regular 1:1s with Account Executives to help with account planning, forecasting, and sales strategies.
- Coaching experienced Account Executives to further develop their skill sets in handling Enterprise accounts.
- Overseeing the completion of cloud conversion sales from the current base of Large Law firms that are on-prem.
- Partnering with Business Development, Marketing, and Sales Operations to iteratively improve the sales pipeline.
- Working closely with Customer Success, Professional Services and Implementation Partners to ensure large law customers have a strong transition to their post-sales onboarding and adoption journey.
- Building industry knowledge by staying up-to-date on industry trends and competitive positioning across the iManage solution set.
- Collaborating with Product and Customer Success teams to ensure alignment and drive positive outcomes for customers.
iM Qualified Because I Have…
- 7 years of Sales Leadership experience at a B2B SaaS Company with a multi-product portfolio.
- 7 years of coaching, leading, and managing a team focused on enterprise level named accounts.
- Experience developing account management strategy to expand and cross sell to an existing established customer base.
- A multidisciplinary background in software selling, consulting services, and enterprise account management.
- A demonstrated ability to drive business transformation in partnership with other functional leaders.
- A data driven mindset that brings structure to your sales strategy.
Bonus Points If I Have...
- Experience selling Legal Technology Solutions
Don't meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn't align perfectly with every qualification we encourage you to apply anyways!
iM Getting To…
- Join a supportive, experienced team with an inclusive, encouraging, and vibrant culture.
- Have flexible work hours that allow me to balance my ‘me time’ with my work commitments.
- Collaborate in a modern open plan workspace, with a gaming area, free snacks, drinks and regular social events.
- Focus on impactful work, solving complex, real challenges utilizing the latest technologies and protocols.
- Own my career path with our internal development framework. Ask us more about this!
- Learn new skills and earn certifications with access to unlimited courses in LinkedIn Learning.
- Join an innovative, industry leading SaaS company that is continuing to grow & scale!
iManage Is Supporting Me By...
- Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it.
- Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data.
- Rewarding me with an annual performance-based bonus.
- Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%.
- Giving access to HealthJoy, a healthcare concierge service, to help me maximize my health benefits.
- Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave.
- Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset.
- Caring for my mental health and well-being with multiple company wellness days and free access to the Healthy Minds app for mindfulness, meditation and more.
About iManage…
iManage is dedicated to Making Knowledge WorkTM. Over one million professionals across 65 countries rely on our intelligent, cloud-enabled, secure knowledge work platform to uncover and activate the knowledge that exists inside their business content and communications.
We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.
So we’re looking for people who love a challenge. People who are happiest when they’re solving problems and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we do things that might appear impossible. How we develop our employees’ strengths and unlock their potential. How we find meaning in everything we do.
Whoever you are, whatever you do, however you work. Make it mean something at iManage.
iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Learn more at: www.imanage.com
Please see our privacy statement for more information on how we handle your personal data: https://imanage.com/privacy-policy/
#LI-Remote
#LI-SC1
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Source : iManage