Technical Sales Support Rep IV

RELX • Pittsburgh, PA

1d • Remote

About The Position

LexisNexis CounselLink is the leading enterprise legal management solution designed to help corporate legal departments gain 100% visibility into their work, matters, and invoices, along with an award-winning Contract Lifecycle Management application. CounselLink delivers Contract Lifecycle Management, Work Management, Financial Management, and Vendor Management solutions in one easy-to-use cloud-based platform for managing digital assets/contracts, controlling costs, maximizing productivity, and making better decisions. This role requires candidates to demonstrate software or hardware sales success based on performance/capabilities/company success at prior jobs, or in related experiences. Other tracks may apply such as Account Management, Product Management, Professional Services, Training, etc., and those with a desire to solve problems, serve clients and prospects, and convert clients from not-so-great experiences to much better ones on the CounselLink platform.

Requirements

• Understand that the goal is to increase sales by solving business problems for customers and prospects.
• Solve those problems by selling them services or software, or both, and that by doing so, enhance the Sellers' credibility as well as LexisNexis’, and the credibility/value of our Products.
• Understand the supported software within the context of the Customer Experience and be able to communicate and demonstrate: How to use (clearly communicate the feature & benefits of those products), How to configure, How to setup data to best show application/features and reporting to existing and prospective clients.
• Self-start and work within a dynamic team both as an individual contributor, as well a team-oriented contributor, sharing with the team successes, and what works best, lifting others where possible.
• Develop and contribute videos and presentations as well as other Sales Enablement tools to share with the Sales Team, Marketing and others to help clients, prospects and others understand the efficacy of the Application/features.
• Understand the nature of SaaS software & the technologies behind it.
• Capability to read and interpret SOC reports, grasp the ramifications of the controls, and work through the technologies, and help explain these to a customer, who has questions about the application, and its hosting or related services (e.g., backup, disaster recovery, encryption, endpoint protections, etc.).
• Consult with others throughout the organization to understand how the Software works not only from an ideal perspective but also the practical use perspective gaining best practice insights, technical awareness into our clients' real-world use, and how the Products solve everyday problems for our customers beyond Just the packaged feature bullets.
• Understand how each product impacts our customers’ lives from system integrations to reporting to real feature use, and back again, where our services help them get the most value, and where other software fails them by not providing the robustness of the CounselLInk and LexisNexis family of software and content richness.
• Partner sales representatives and Proposal Management to add value to sales motions through response to Technical/Functional RFPs, RFIs, and security questionnaires as necessary.
• Ability to translate knowledge into written responses building upon previously gathered knowledge in our established knowledgebase, and creating new responses as new product and technology, and service knowledge around the offerings into newly created Content Library answers, to enrich our shared community knowledge.
• Coordinate with a dedicated Proposal Manager, who works as an adjunct member of the team, and coordinates all RFx activities crucial to many of our deals, and this coordination is critical to our deal success.
• Cooperation with this Proposal Manager will be necessary for effective Job success.

Nice To Haves

• Writing samples may be requested from all candidates as this is a writing-intensive position.
• Interacting with Sales, Sales Enablement, Product Management, Market: Professional Services, and other Departments to influence the direction of what and how we of the Products to the markets, and your feedback may be considered in future product development / enhancements especially as you drive business cases and problems requiring such solutions alternatives.

Responsibilities

• Enjoy working independently.
• Requires in-depth knowledge and experience with computers, SaaS applications, and other software.
• Comfortable with AI and ready to be compliant with LexisNexis AI policies.
• 50% of the job may be dedicated to responding to RFPs.
• The other 50% is public-facing on virtual and sometimes live demonstrations.
• Enjoy solving problems.
• Work well in a team setting, contributing back to the overall Team to lift all to success through process improvements.
• Uses best practices and knowledge of internal or external business issues to improve products or services.
• Acts as a resource for colleagues with less experience; shares well with others.
• Responsible for deep technical knowledge of product portfolio to support detailed demonstration of product capabilities and benefits.
• Responsible to perform regular Webinars for new CLM and ELM releases to internal and external audiences.
• Effectively communicate solution and architecture to the client and any relevant third parties in both speaking and writing.
• Build proof of concept tools and demonstration materials.
• Perform Product Release trainings to internal and external clients.
• Learn more about current and new products by attending relevant trainings and meetings as directed by Sales team, manager, Product Management, or other Business Departments.
• Partner with Solution Architect team to determine Product and Market thought leaders how to best maximize trade show exposure and industry opportunities to advance the portfolio brand and awareness.
• Learn and develop new ways to best represent the product portfolio through speaking engagements, partner events, industry events, trade shows, and client and prospect meetings.
• Expect up to 25-30% of the year to be used for business travel devoted to time traveling to Sales and Solution Architect team meetings, client/prospect site calls (demonstrations/presentations, and to attend Marketing and/or Partner events.

Benefits

• Comprehensive, multi-carrier program for medical, dental and vision benefits
• 401(k) with match and an Employee Share Purchase Plan
• Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice
• Shared parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Senior