Senior Sales Engineer- Partner

Posting Type

Remot/Hybrid

Job Overview

As a Senior Sales Engineer - Partner, you will play a key role in supporting Relativity’s sales activities. You will be responsible for providing clients and prospects with exceptional Relativity experience via workflow assistance and acting as a solution evangelist. As a Senior Sales Engineer - Partner, you will take the lead in the more complex requests and provide mentorship to less senior members of the team.

Job Description and Requirement

Your role in action

Play a key role in Relativity’s efforts to acquire and grow accounts through virtual and in person technical sales consulting.

Proactive in seeking opportunities for deeper Partner engagement , including driving agendas, organizing and creating presentational material, establishing meeting objectives. Ownership in the creation and maintenance of Partner centric materials to support Technical Sales Trainings.

Serve as a subject matter expert and consultant for internal and external stakeholders. Participate in sales calls and meetings with account executives and partners. Assist with, and/or lead, presentations and product demonstrations Manage Proof of Concept projects and address any prospect questions and issues.

Act as liaison to Relativity’s Partnership centric teams, supporting sales readiness programs for partners, support in onboarding Partner Account Executives.

Support Relativity’s RFx and third party risk assessment workflows - Capture prospect/customer requirements. Collaborate with sales to write sales proposals detailing how Relativity’s solutions will address business needs. Support education of our partners on our RFx, Risk Assessment and TPRA best practices.

Intake and communicate product feedback - Deliver feedback to the product management team based on prospect or customer feedback, product issues, field deployments and generally observed market trends.

Serve as customer facing Relativity evangelist - Create necessary documentation, presentations, and product demonstrations to teach clients about Relativity functionality and the value proposition. Attend and present at industry events, such as field enablement, in support of product expertise. Author content surrounding industry trends and best practices.

Demonstrate, develop and maintain subject matter expertise in product and industry - Maintain expert knowledge of Relativity product suite by consulting internally with teams and other resources, individual study, future product enhancements, and added features. Achieve Relativity Master status and obtain other associated Relativity Certifications. Develop expertise in Extend Products, such as the aiR suite.

Develop and maintain expertise in Relativity’s Security Posture to contribute to the completion of annual risk assessments and security related inquiries.

Understand sales process as it relates to Relativity's overall strategies and objectives - Learn and understand the Relativity sell strategy, conducting effective discovery to understand pain points, proactively address customer inquiries. Collaborate with account executives to identify pain points in partner sales initiatives and work to address them.

Your skills

Experience supporting Legal Data Intelligence solutions

Complete technical understanding of Relativity

Strong sales orientation

Seven years of experience supporting SaaS applications, including four or more years in sales engineering, client services or consulting

Relativity Certified Administrator (RCA) strongly preferred, otherwise ability to pass the exam within 3 months of employment

Relativity Master status preferred, otherwise ability to obtain Relativity Master within 18 months of employment

Proven technology skills, outstanding interpersonal abilities, and strong written and verbal communication skills

Attention to detail, plus analytical and problem-solving capabilities

Positive, service-oriented personality

Ability to travel 25%

Ability to multitask and self-manage workload

Relativity is committed to competitive, fair, and equitable compensation practices.

This position is eligible for total compensation which includes competitive cash on-target earnings (OTE) and long-term incentives. The expected OTE range for this role is between following values

$127,000 and $191,000

The final offered OTE will be based on several factors, including but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in this position.

Required Skills:

Account Management, Business Development, Consultative Selling, Customer Relationship Management (CRM), Customer Relationships, Product Demonstrations, Relationship Management, Sales, Sales Engineering, Technical Sales