Senior Account Executive - DACH Enterprise

Role Responsibilities:   

• You will be assigned a named account territory comprised of strategic accounts/ prospects in our Global 500 corporate focus territory (DAX40, M-DAX, SMI, leading non-public accounts, etc)  

• Search, find and nurture leads & build and own executive relationships with our strategic prospect base to help influence their long-term technology and business decisions and generate new business   

• Add value and be viewed as a trusted partner by bringing thought leadership, compelling insights and ideas with follow through execution.     

• Strongly collaborate and work with our Channel Partners to drive a strong co-selling motion in market whilst maintaining close relationships and networks with the accounts within the corporate sector. We prefer companies to work with our Channel Partners first and foremost, but they can also buy direct if they require.    

• Own and manage entire sales-cycles and challenge the status quo, negotiate terms and understand associated legal and business risks (includes presenting multi-year agreements to C-level executives).     

• Own detailed territory and account strategy leading to the creation of growth opportunities.  

• Lead and coordinate internal cross functional lines of business and our Channel Partners - maximize business impact generating opportunities with our strategic enterprise prospects.     

• Coordinate and collaborate with our global sales teams on global strategic accounts, both internally within Relativity and with our Channel Partners.    Coordinate market level thought leadership sessions, product demonstrations and value presentations for strategic accounts that culminates in value-inspired business cases tailored to your accounts   

• Demonstrate consistent commitment to Relativity Core Values   

Qualifications:

• Five or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company.    

• eDiscovery and/or Legal/Compliance SaaS sales experience preferred.    

• Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes)   

• Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement   

• You set a high bar of success and take ownership holding yourself accountable to objectives & key results   

• Methodical in your approach to the sales process, utilising MEDDPICC, Value Selling or similar with strong Salesforce hygiene   

• Business fluent in German & English