Solution: end to end, fully integrated, SaaS functionality to automate an entire large Professional Services firm’s customer life cycle, i.e., CRM, marketing, project management, pricing management, billing, risk management, etc.
Target Market for this Sales cycle: Major law firms
Company:
- Global
- Over $150m in sales
- 600 employees
- 1250+ customers
- 16+ years in business
- Very bright executive team, with humility, a sense of humor, and emotional intelligence. They are great listeners (customers, employees, and vendors) who value continuous learning … and have proven to hire leaders and employees with similar attributes
- Strong commitment to product innovation, i.e., they currently have 12 products, versus three products eight years ago
- Have 700 of the top 900 law firms as customers, including the top 10 largest law firms, and 97 of the largest 100
- Very high customer retention
- 95% employee retention
Competitive advantage:
- The only true purpose built, end-to-end, fully integrated ERP/CRM solution for professional service firms
- Have considerable functionality and value for the PS or Law firm Partner, as a user, appealing to his/her own personal productivity hot buttons. This significantly helps gain their support for enterprise level adoption for other use cases
- 20 years of experience
- More resources for best in class service and innovation
- Robust ecosystem of partners, user groups, etc.
- Reputation for having super reliability and over-delivering
- Proven marketing and sales execution
Competitive landscape Their non-clients are using competitive software from point solution vendors:
- Legacy package software for Marketing and CRM needs
- Legacy package software for Time Management, Project and Pricing management, etc. (i.e,“Matters”)
- Inhouse or legacy software Risk Management
Quota: $1.25m
Territory: large law firms within the region, with a majority % of your expected sales coming from cross selling into their substantial client base
Sales Support:
- Seasoned and dedicated Sales Engineering team
- Proven and highly effective marketing organization
- Large investment in ABM and program (Account Based Marketing) technology, including robust program and marketing field marketing support
- First class marketing events, i.e., annual user conference, and thought leadership events
- An SDR (Sales Development Reps) team
Compensation:
- $250k to $300k+ On Target Earnings, and $125k to $150k+- salary; depending on candidate’s experience, track record, and potential value to the company
- Comprehensive benefits
- Equity
Initial Deal Size: $350k for larger firms, $100k for smaller firms.
Expansion into existing accounts deal size: $300k to $6M
Candidate Criteria:
- Experience managing large Fortune 1000 accounts
- Experienced selling business software with $500k - $1m+ deals solutions for Oracle, SF.com, Workday, Microsoft, SAP, and other global technology companies with reputations for multiple million revenue streams from Fortune 1000 accounts
- History of reaching/surpassing quota
- Infrequent career changes, career stability
- Experienced selling into large, enterprise accounts