Sales Executive Job Description

Unique opportunity in the Information Governance and Records space to bring cutting-edge technology-enabled solutions to clients in the Northeast seeking Paper (& Electronic) Records Modernization. 

Come help drive an agile and dynamic company set the gold standard for large-scale information transformation, analysis, organization and control.  Your mission is to develop relationships within the target region, identify and qualify opportunities, drive opportunities to close business, and maintain ongoing business relationships.

You are a seasoned sales veteran, a true hunter, skilled in advanced networking techniques, inside and outside sales, phone sales, in-person meetings, detailed organization and documentation of your CRM activities, high-level presentations and consultative selling.  You have at least 7 years experience in litigation support/eDiscovery, records & information management, information governance, or all 3. 

You are ready to come on board and make a big impact, not just with sales, but with company direction and future goals, too.  We are an established leader in our market, and well-known for our innovative, efficient solutions. 

Responsibilities

  1. Sell Valora’s unique document analytics solutions to corporate legal, records, compliance and governance groups.Establish and nurture relationships with key stakeholders at target companies that enable frequent dialogue and position Company for well-qualified document-intensive opportunities.Specifically focus on paper (& electronic) records modernization scenarios:scanning/digitizing, OCR/text extraction, analytics/data mining/AutoClassification and hosting/repository services.

  2. Identify and profile key client prospects to determine required level of engagement or service.Provide prospects with an initial overview of the company while discovering needs and fit.Primary focus is on corporate legal and records departments, with a secondary focus on their advisory council (outside law firms and consultancies).

  3. Schedule client introductions and meetings, prepare and deliver presentations, proposals and bid specifications to win strategic new business. Primary responsibility for developing new business through prospecting, developing and closing

  4. Develop a deep understanding of the full gamut of company’s many capabilities, particularly recurring revenue solutions across a wide spectrum of technical service offerings.We anticipate ~1-month of hands-on training, followed by continuing education each month.

  5. Provide market research and client feedback to Company’s development, production and strategic planning teams.

  6. Assist project management team with client communications and account management as needed.Serve as the client’s advocate and liaison internally and externally.

  7. Responsible for accurate and timely reporting of activities and progress to sales management and Company executives, as well as via Salesforce CRM system.Includes completion of paperwork, daily activities and metrics, and regular communication with management, production and other departments.

Requirements

  1. Minimum of 5 years experience in consultative solution selling.Minimum of 7 years experience selling litigation support & eDiscovery and/or records & information management solutions.

  2. Bachelor’s degree a must, Law degree a plus (or equivalent experience)

  3. Proven track record in a high activity sales environment.You have previously delivered consistent $2M+ in annual sales in a service-driven environment.

  4. Solid, proven network and relationships with corporate legal departments and their advisory council (law firms, consulting, etc.).

  5. Strong solution-selling skills, with exceptional analytical, organizational, and communication abilities to work within a professional, consultative environment

  6. Ability to negotiate price, service deliverables, professional services and turn times within Company-provided boundaries.

  7. Strong command of Salesforce (CRM), Excel and Word (for bid prep), email and phone communications.

  8. Knowledge of enterprise search, information access, content/document management, scanning/digitization or related technology

  9. Travel: 25% - 50%

  10. Job location is in Bedford, MA, at company headquarters

Compensation

  1. Competitive base plus unlimited sales commissions (no cap).

  2. Full health care coverage (individual or family), 401k Matching, Bonuses, Vision, Dental and Discretionary PTO.

Only candidates with US citizenship and the ability to qualify for low-level federal security clearance will be considered for this position (may include criminal, credit, and employment background checks and seven year residency disclosure).

For More Information or To Apply for this Position:

The Company has an established procedure for making hiring decisions.  Please respect our process by complying with the instructions below.

  1. Provide us with a resume and cover letter (or email).Please make sure your cover letter indicates why you want this position, and what makes you qualified to hold it.

  2. You will be asked to answer a small set of technical questions around solution selling and the eDiscovery and Information Governance markets in general.Details will follow, please contact us.

  3. Be prepared to submit professional references as well as your prior 2 years’ W-2 tax filings so that we may verify your compensation.All finalists will be asked to provide this information.

Company is an equal-opportunity employer.  For more information, please email hr@valoratech.com or visit www.valoratech.com. No phone calls, please.