VP of Business Development, E-Discovery

VP, Business Development, E-Discovery

As VP of Business Development, E-Discovery, you will be responsible for building a strong sales pipeline, understanding and educating clients and industry experts on our product value proposition, while demonstrating an ability to manage strategy and detail for complex sales opportunities, while managing e-Discovery billable work. You will be responsible for identifying sales opportunities, developing and closing business with existing clients and new prospects by leveraging formal and informal sales channels, attending industry events and personal networking. This position will report to the CEO.

Duties and Responsibilities:
• Drive all sales revenue in the e-Discovery space
• Understand the firm’s core business model and know the service offerings
• Communicate and deliver to diverse client base (Legal, Compliance, Security, IT, etc.)
• Identify, organize and effectively conduct onsite and online meetings with key executives in target companies across target markets
• Coordinate with internal teams including Marketing, Project Management, Client Advisory Services, etc.
• Evangelize and demonstrate and present the firm’s solutions to existing and prospective customers and function as a trusted advisor
• Develop solutions for existing and prospective customers across our entire range of products and services (focusing in the e-Discovery space), negotiate pricing, and close opportunities
• Manage e-Discovery billable work performed by staff technicians
• Create and submit metrics and quantitative analysis, including use of our sales reporting system
• Attend trade shows, industry conferences and maximize relationships across the industry and target client industries
• Create a strategy for successful project implementation
• Provide all project documentation, archive all appropriate records and monitor compliance requirements to ensure consistent, high quality work

Requirements:
• Bachelors Degree a MUST
• J.D. highly preferred
• 3-5 years of work experience in a corporate or law firm IT department, or with an e-Discovery vendor, supporting e-Discovery processes
• Strong network within Fortune 1000 and/or Amlaw 100 circles is a big plus
• Prior experience with legal-related software and e-Discovery processing solutions required
• Success selling litigation services
• Strong knowledge of litigation solutions:
• EDRM (electronic discovery reference model)
• Discovery
• Electronic discovery
• Data discovery
• Forensic discovery
• Litigation support
• Paper discovery
• Must have key contacts at major law firms and corporate legal teams
• Success winning and managing multiple cases with multiple firms and corporations
• Clear understanding of litigation project management (i.e. case management)
• Solid knowledge of the e-Discovery project lifecycle; data collection, processing, review and production
• Extensive knowledge of industry product pricing
• Strong follow through on sales and marketing projects from inception to launch
• Superior organization and follow-up skills
• Excellent verbal and written communication skills
• Effective interpersonal skills
• Excellent communication, presentation, organizational and customer service skills
• Excellent interpersonal skills to work as a team member and as a liaison with customers
• Must be willing and able to travel 50% of the time or more