Why LBR?
An amazing market position, enviable growth, collaboration and wonderful people are just some of the reasons to further your career with Law Business Research. Our culture is shaped by our core values that promote equality, agility, and respect in everything we do.
Law Business Research has been selected as a winner for the 2024 Inspiring Workplaces Awards. We’re proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees.
We are happy to share that we have partnered with Business Disability Forum to help us on our journey to becoming a more inclusive employer and achieving Level 2 Disability Confident Accreditation.
We also take our place in this world of ours very seriously and engage in a wide variety of charitable and community based initiatives. We work extensively with Swawou School in Sierra Leone, which we established to provide education for 120 girls, and on an ongoing basis we underwrite the school’s costs.
‘We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.’
Key Responsibilities
API Sales Director, Lexology PRO
Lexology PRO has seen high double-digit growth for the past two years. During this time, we have seen increasing demand for API delivery. We are looking to hire an API Sales Director, Lexology PRO to join our Practice Intelligence GTM division, helping to build out and drive the sales of API Solutions. The role will report into the Global Commercial Director, Lexology PRO. The key drives for the role are:
* Leading API sales to both new logo and incumbent client prospects
* Coordinating across product, marketing, sales to build out the API practice including sales process, collateral, and client implementation
* Outbound new business selling as well as support to the account management teams to sell API offerings to existing customers
* Build out channel sales practice
Key Responsibilities
* Outreach to customers and prospects
* Conduct discovery meetings to understand client challenges and align to Lexology Pro API solutions.
* Deliver product demos to demonstrate how Lexology PRO can help them deliver meaningful and rapid improvements in their organization. This includes demo preparation, delivery and following up questions.
* Work with Sales/Product teams to deliver successful API Proof of Values and manage live projects from assessment to implementation.
* Understand the individual use cases, review requirements and needs of each prospect during the API Proof of Value.
* Lead and conduct onsite engagements to understand customer processes, requirements and facilitate architecture / solution discussions.
* Work with prospective clients to align their tactical and strategic challenges through implementing the Lexology PRO product across their organisation.
* Proactively scope the functional and technical requirements to address customer requirements, assesses customers needs, and recommends solutions that optimize value for both the customer and LBR.
* In conjunction with LBRs support teams complete RFx documents on behalf of the company.
* Initiate, develop and maintain strong relationships with customers to win new API business.
* Demonstrate in-depth market and sector knowledge of clients and competitors that is shared within the company to enhance client experience and product development.
* Deliver effective communications, aligned to the product and audience.
* Update the CRM to ensure the CRM accurately reflects your sales activity through the buying stage to move Leads and Opportunities to Closed Won or Closed Lost status.
* Ensure your clients have signed contract and orders are processed in accordance with GDPR regulations.
* Assist in developing and implement plans to maximise new business opportunities by developing sales to meet revenue targets.
* Attend client meetings and communicate new product developments, obtaining client feedback.
* Develop strong cross-organisational relationships with key stakeholders (editorial, content, marketing, finance, product, team leaders etc.)
* Act as a mentor to junior members of the team and division, help to support their training, and ensure they are embedded within the team and business.
* Network with clients, attend industry events to build strategic relationships to enhance brand and opportunities for new business.
Skills Knowledge and Expertise
* Previous experience selling API solutions, SaaS or web technologies.
* Entrepreneurial spirit and action-oriented mindset.
* Excellent negotiation and communication skills.
* Self-motivated and driven to achieve targets.
* Customer focused – excellent understanding of customer needs alongside business drivers and experience of using that knowledge to set priorities, solve operational issues and drive revenue growth.
* Skills with the ability to “Own the Room”. Soft Skills include Communication, Coordination, and business consensus.
* Understands business goals and market perceptions and how this role impacts both.
* Curious with a drive to find the right approach to lead to the right outcomes.
* Organised and able to manage complex buying journeys with a strong focus on attention to detail.
* Previous experience building a channel sales practice advantageous, but not essential.
Benefits
Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported:
Start of employment:
* Eye care
* Employee Assistance Programme
* A day off for your birthday
After 3 months employment:
* Pension (4% employer contribution and 4% employee contribution)
After 4 months employment:
* Life assurance
After probation:
* Cycle to work scheme
* Season ticket loan
* £350 annual wellbeing allowance to contribute to gym memberships or fitness classes
* Puregym access
* Perks at work platform access
After 1 year service:
* Private healthcare
Additional Perks:
* Company socials
* Access to Employee Affinity Networks
* Mentoring scheme
* Volunteering Day
* Mortgage Advice
* Work from anywhere (2 weeks)
* Generous parental leave
We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process.
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