Sales - Lead

Cognia are a fast-growing law company with exciting plans to achieve our strategic goals over the next five years. This new role is a fantastic opportunity to join a high-energy team and contribute to the success of the business.

Cognia’s core market is companies greater than £500M, with major operations in UK/EMEA/Australia/USA/Canada. Our clients will have significant legal operations with more than 50 lawyers.

The fundamental purpose of the Sales, Lead, Deal and Account Manager (LDAM) is to drive and deliver Cognia’s revenue growth especially from significant (5 FTE+), multi-year legal managed services.

This role will span several different areas:

• Client development / new business sales
• Account management, for specific allocated accounts.
• Managing RFI/RFPs as they come in.

As the Deal driver you will:

• Apply consultative sales capabilities to directly engage senior legal leaders to position Cognia, develop opportunities and secure incremental business.
• Work with the Cognia Leadership Team (LT), SMEs and wider team to develop leads, shape opportunities, qualify deals, develop/implement win plans, progress/drive deals through the sales cycle until closure.
• Oversee and ensure the progression of assigned leads by managing all the touch points during the sales cycle, shaping opportunities to convert them into winnable deals.
• Manage deals through the sales cycle acting as an Account manager, playing an active role in the drafting of proposals and solutions for the prospects/clients.
• Support all contract and commercial discussions with accounts/deals.

As an Account Manager you will:

• For assigned accounts, be Cognia’s client relationship manager overseeing our business relationship with the client and delivering revenue/profit growth.
• Work with Cognia’s delivery team, SMEs, and commercial team to ensure optimal client service and delivery.
• Work with the Executive Sponsor, SMEs and wider Team Cognia to prepare and manage account plans with strategies and actions to achieve agreed business objectives and metrics.
• Manage the ongoing execution of the account plans, ensuring the relevant planning and follow-up activities are undertaken.
• Understand the competitive landscape in the account. Develop strategies to engage and win versus competitors.
• Support all contract and commercial discussions with accounts/deals.

Requirements

Ideally, Deal and Account Managers will have a proven, evidence-based track record of:

• Converting leads and driving new business
• Understanding customer’s needs, motives and concerns and can successfully build rapport both online and in person to achieve sales.
• A reputation for using innovative and creative ways to successfully engage target buyers, trying new tactics and improving outcomes by building on learnings at pace.
• Strong objection handling skills as well as the ability to close a sale
• Clear written and verbal communication skills
• Self-driven with positive outlook and thrives at achieving or exceeding sales targets
• Able to create impact with and influence with senior stakeholders
• Proficient in a wide range of software or known for learning how to use new packages quickly (eg MS Word, PowerPoint, Excel, CRM systems)
• Knowledge of Legal/Professional Services or ALSP market is desirable.