Senior Manager, Legal Operations Consultative Sales

BDO USA, LLP

Reference #: 5626
Job Summary:
The Senior Manager, Forensic Technology will be responsible for assisting the Managing Director of Legal Operations build out the service line by developing and cultivating new business relationships with enterprise legal departments to operationalize and build processes and workflows to help run legal like a business. This individual should have a strong technical understanding of legal technology, process design and governance and a business development background. To be successful in this role, the Senior Manager will need to have a specific understanding of the underpinnings of legal environments, particularly law departments, to appropriately to map client goals and challenges to how BDO can help solve the problems theyre faced with each day in their business.  This role will be providing guidance and consultation to enterprise legal departments during the pre-sales process to better identify, assess, and develop enterprise discovery clients.
Job Duties:
Develops and executes a strategic business plan tied to increasing the number of Legal Operations & related Clients
Oversees personal origination and utilization within Forensic Technology and the Legal Operations service line
Finds consultative opportunities to cross-sell to other BDO practice groups by being able to fully understand the problems that the client is trying to solve for
Drives the sales process from prospecting to close, including presentations, negotiations, and contract signings
Provides high-level consulting services to prospects and clients as necessary
Ensures all assigned origination and utilization targets are met
Manages contract negotiations with clients
Develops and cultivates long-term relationships with clients
Maintains a deep understanding of market trends, including the increasing adoption of technology, AI-enabled routines/processes, and a shift towards remote work.
Engages in marketing and sales strategies, including webinars, workshops, content marketing, and attending and speaking at legal conferences
Partners with legal tech companies and develops referral programs to expand our client base
Acts as a trusted advisor for client questions and inquiries about workflows, processes, and billing
Other duties as required
Supervisory Responsibilities:
N/A
Qualifications, Knowledge, Skills and Abilities:
Education:
Bachelors degree, required
Advanced degrees such as JD or MBA, preferred
Experience:
Five (5) or more years with specific enterprise discovery and legal operations-related consultative sales experience, required
Experience successfully meeting and/or exceeding origination targets, preferred

License/Certification:
N/A
Software:
Proficient in understanding legal operations and e-discovery industry applications, software, and workflows, required
Proficient in the use of Microsoft Office Suite, required
Language:
N/A
Other Knowledge, Skills, & Abilities:
Origination (Business development) skills in securing new Legal Operations & Discovery related clients
Ability to provide additional services to existing clients, preparing proposals and developing a personal network of referral sources
Knowledge of legal-related consultative sales with enterprise accounts
Ability to create exceptional client engagements
Able to embrace change
Strong analytical and basic research skills related to the identifying prospective clients
Ability to negotiate large, enterprise agreements
Solid organizational skills, especially with a focus on the small details
Superb verbal and written communication skills
Ability to work within a large organization and collaborate and partner with cross-functional business groups in order to successfully cross-sell multiple service lines within BDO
Ability to interact effectively with people at all organizational levels of the firm
Capacity to build and maintain strong relationships with internal and clients
Executive presence and ability to act s primary contact on assigned engagements
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidates qualifications, experience, skills, and geography.
California Range:  $150,000 – $195,000
Colorado Range:  $150,000 – $195,000
NYC/ Long Island/Westchester Range:  $150,000 – $195,000
Washington Range:  $150,000 – $195,000

All qualified applicants will receive consideration for employment without regard to race, age, color, religion, sex, national origin, disability, protected veteran status, or any other classification protected by law.

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