At Relativity, we make software to help users organize data, discover the truth, and act on it. Our e-discovery platform is used by more than 13,000 organizations around the world to manage large volumes of data and quickly identify key issues during litigation, internal investigations, and compliance projects.
Here you can own your career in a community of values-driven people who help our customers around the world solve complex data challenges. If this sounds like the place for you, check out the details of this position below.
Relativity Trace Overview
We’ve developed a Compliance product on top of the Relativity platform for eComms and aComms surveillance and monitoring. Relativity can ingest all forms of communication data (email, audio, chat) and automatically generates alerts. If something of interest is found, you'll have the capabilities of a sophisticated e-discovery platform to investigate. The review work-product generated by the compliance team can be fed back to the Relativity Analytics engine allowing for all alerts to be prioritized, reducing false positives.
Senior Account Executive, Channel Overview
The Relativity Platform is proven with 180,000 users and over 100B files under management. Relativity Trace, built on the Relativity platform, is a new product that is showing huge potential. As an Account Executive, you will have almost unlimited potential, while being able to leverage the Relativity brand and relationships.
The Senior Account Executive, Channel has responsibility for building an ecosystem of Service Providers offering Compliance Monitoring services on top of Relativity Trace. You will bring a point of view regarding the value of Relativity Trace in generating new service lines to existing Relativity Authorized Partners. You will also be responsible for identifying and nurturing Compliance Service Providers that are not currently in the Relativity Ecoystem. As a sales representative for a new product, you will be expected to define what type of marketing and lead gen support you will need. You will also be expected to drive the product forward with feedback from the field.
Build a huge pipeline, based around Relativity Trace’s prioritized Channel accounts and move clients through the funnel
You will be expected to build strong relationships to transition Relativity Authorized partners from being purely e-discovery oriented to also offering compliance monitoring services. You will be expected to actively understand each customer’s business, technology footprint and cloud posture enough to drive Relativity Trace.
Have an excellent understanding of the Compliance Monitoring industry and how Relativity Trace fits in
You must quickly become an expert on the industry and our product. Understand the value proposition that Relativity Trace on RelativityOne brings and bring the same confidence to service providers. Using that knowledge, you will be expected to build strong relationships to drive the Relativity Trace strategy through target customer’s organization and help them build a service offering around Trace. All of this is beyond just leading effective product demonstrations and presentations.
Meet or exceed sales quota through targeting, qualifying, managing, and closing Trace sales opportunities
Manage the sales process driving opportunities to a close. Introduce technical, operational, security, and strategic Relativity resources into the appropriate stages of the sales cycle to move opportunities forward. Manage the sales process with tight control over each stage in Salesforce.com.
Leverage the existing Relativity Account Managers appropriately.
Work with the account management team in targeting accounts and strategizing on effective Trace customer education and sales processes. Make sure to keep them involved through the full sales process.
Know how to sell our vision and roadmap.
Relativity is a strong platform that has enabled us to have an incredibly strong offering out of the gate. We also have a compelling vision and roadmap to execute on that vision. Our customers our buying into that future as much as the current product.
Help improve our product, processes, and content.
Be the voice of the customer driving what are the most valuable features to accelerate adoption and reduce the sales cycle. Participate enthusiastically in the product planning process as a key stakeholder. Help us develop processes as we build out the team. Let us know what sales enablement materials you need. Provide an input into what capabilities would open up additional markets for us. Mentor team members who are new to customer facing roles.
Operate well in a fast paced environment.
Build competence in our industry and product quickly. Have high expectations for our team. Respond quickly to customer questions. Be adaptable as the environment changes.
Be hyper organized.
Comprehensively follow-up to every meeting. Keep Salesforce evergreen. Provide clear updates on the sales pipeline.
- BA/BS in Business, Marketing, Communications, or related discipline
- At least five years of quota carrying sales and account management experience (legal or compliance technology experience is a plus)
- Complex selling experience (2+ years)
- Willingness to travel 35% of the time
- Ability to effectively articulate the value proposition building a compliance services business in a highly consultative, value-based sales process
- Solid compliance or litigation technical acumen (surveillance, monitoring, archive, e-discovery, litigation services, information technology)
Relativity has over 160,000 users in 40+ countries from organizations including the U.S. Department of Justice, more than 70 Fortune 100 companies, and all of the Am Law 200. Relativity's cloud solution, RelativityOne, offers all the functionality of Relativity in a secure and comprehensive SaaS product. Our company has also been named one of Chicago's Top Workplaces by the Chicago Tribune for seven consecutive years.
If you’re ready to grow with us, we’d love to hear from you.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.