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Onit Account Executive - AI in United States

Onit is a leading provider of Enterprise Legal Management and Business Process Automation solutions for the 21st century. Brought to you by the same team that created Legal Spend Management a generation ago, Onit is transforming the way corporate legal departments along with other business functions drive operational and process improvements. By focusing on process, Onit’s solutions help customers drive tremendous gains in efficiency, accelerate transaction velocity and reduce costs.

Position Summary

The Enterprise Account Executive at Onit is a quota bearing sales position responsible for new client acquisition in a defined geographic territory with a focus on the Fortune 500 Corporate Legal, Compliance and Contract Management market spaces. In this role, you will be selling Onit’s full portfolio of solutions including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM) and Custom Applications among others. A critical requirement for this role is building strong relationships with prospective customers, including key C-level executives/decision makers and other stakeholders across the organization and the ability to effectively understand customer business problems and articulate the Onit value proposition. This role will partner with cross functional internal teams including Sales Engineering, Professional Services, Sales Operations and Strategic Alliances. A successful Enterprise Account Executive will consistently achieve new client acquisition and revenue targets, while executing a strategy to expand Onit’s footprint within your assigned territory.

Essential Duties and Responsibilities

  • Manage the end to end complex sales cycle including prospect identification, qualification, product demonstrations (with support from the Sales Engineering team), contract negotiations and close

  • Communicate effectively with C-level prospects

  • Attend key trade shows in your region and nationally building relationships with key stakeholders/influencers in order to drive overall market penetration strategy

  • Work in close alignment with our Sales Engineering team to develop strategy for custom demos in the pre-sales process.

  • Focus on continuously building and maintaining a sales pipeline with a minimum 3x coverage against quota

  • Understand client needs and build a vision for how our solutions will materially impact client business drivers.

  • Manage the handoff from signed license agreement to the implementation delivery team and stay connected during the transition to account management

  • Navigate complex business processes and legal requirements to negotiate win-win contractual agreements

  • Partner with Marketing in the timely follow up of leads, the transition to opportunities process and feedback loop

  • Maintain sales pipeline information in CRM, including sales opportunity detail, forecasts, contact data and call/meeting history

  • Prepare and present Territory Business Plans to senior management periodically

  • Participate in industry conferences, trade shows and other opportunities for prospect interaction

    Qualifications and Skills

  • Highly motivated and disciplined self-starter with excellent oral and written communication skills

  • Demonstrable ability to communicate, present and influence key stakeholders at all levels within an organization including executive and C-level

  • Experience delivering client-focused solutions that drive increased revenue

  • Able to thrive in a fast paced, self-directed entrepreneurial environment

  • Must be comfortable managing multiple tasks and projects in real time

  • Experience using Salesforce.com (or other CRM)

  • 4-year degree strongly preferred

  • The ideal candidate has experience with legal, process automation and/or sales enablement software

  • Experience in the legal software or services industry strongly preferred

  • Travel for this role is +/- 75%

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