Sales Director, Law Firm (EU/UK)

Position Overview:

Anaqua is looking for a highly motivated and proactive Sales Director who is eager to help us attain our continuing growth goals. The Sales Director is responsible for driving new–business revenue among Law Firm prospects in Europe. This is a quota–carrying, full–sales–cycle position reporting to the Head of European Sales. The ideal candidate will be based in Europe in one of our core markets (UK, France, Netherlands or Belgium) with the ability to work remotely and travel as required.

You'll love this job if you like to:

• Territory/Pipeline Management: You will be asked to know your named accounts, segment & prioritize and leverage the sales development team to create account growth strategies. Accurate forecasting and activity tracking in SalesForce is expected.
• Prospecting: Through email, phone and in person, reach out to IP operations professionals and law firm leadership to develop interest in our solutions. Pipeline building will be supported by the Marketing and Sales Development team, but direct regular contact with strategic named accounts is required.
• Demonstrations: Build a business case for our law firm products through onsite meetings, product demonstrations, guided evaluations, and regular follow–up. The Sales Engineering team will support deeper demos and evaluations, but all Sales Managers are expected to be able to provide initial demonstrations and provide deep discovery on opportunities and run the full sales process. IP knowledge and demo skills will be required.
• Proposals: Prepare proposals and responses to RFPs with the assistance of the Sales Engineering team.
• Closing: Complete the sales process, leveraging our legal team for contract negotiations.
• Forecasting: Closely track all activity and pipeline progress through maintain a pipeline multiple vs. quota and accurately forecast closing cycles.

What you'll need to be successful:

• Strong understanding of intellectual property management and experience with Intellectual Property Solutions (Patents, Trademarks).
• 5+ years' experience in a full cycle sales role.
• Proven success in complex sales cycles with Law Firms, leveraging consultative selling methodologies.
• The ability to learn new technology and convey our message to customers quickly.
• Exceptional verbal and written interpersonal, presentation and communication skills.
• Strong analytical, negotiation and creative problem–solving skills.
• Specific experience working with a CRM platform preferred, a plus.
• Must be self–motivated, methodical, optimistic and competitive.
• Ability to travel to client sites for conferences, prospect harvesting and sales presentations.
• Bachelor's Degree in related field or equivalent experience.
• Fluent in English. Any additional European Language is a plus.