Business Development Manager : Aderant

Job Description

Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere; where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology.

At Aderant, the “A” is more than just a letter. It is a representation of how we fulfill our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”. We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward. Our people are our strength.

Role Description

The BDM’s territory consists primarily of 80-100 large law and other professional services firms. The BDM position is field-based, requiring excellent face-to-face, telephone and written communication skills. The successful BDM draws on their high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within their target accounts and develop relationships with senior leaders within each firm. The successful BDM has the ability to develop trust, demonstrate their credibility with all account stakeholders through their knowledge of Aderant’s products and services.

Qualifications

• Bachelor’s degree or higher preferred.
• 7+ years of progressive experience selling in a Business-to-Business environment.
• 5+ years of progressive experience selling at the C-level or to business owners.
• Proven track record of exceeding sales quota.
• Proven new business development skills.
• Outstanding presentation, facilitation, communication and negotiation skills.
• Excellent analytical, negotiation and organizational skills

Responsibilities

• Demonstrates professional qualities and demeanor that commands attention and respect from large law firms.
• Networks and partners with prospects and customers both over the phone and in person in order to build confidence and develop win/win solutions; proactively stays on top of sales opportunities while navigating through customer organizations, balances frequency of contact with potential for new sales.
• Possesses strong ability to create sales approaches and solutions; tries different and novel ways to deal with customer challenges and opportunities; while working with an extended internal team, takes courses of action or develops client solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
• Builds credibility by working as a strong team player and through powerful formal presentations. Uses appropriate interpersonal styles to establish effective relationships with prospects, customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
• Demonstrates strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
• Exhibits a deep knowledge of Aderant offerings; relishes ongoing, self-initiated learning, assimilates new information quickly, welcomes feedback and applies knowledge to practical use on the job.