Account Development Representative
DiscoverReady - Seattle, WA

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DiscoverReady Job Description, Roles and Profile

Job Title: Account Development Representative

DiscoverReady Corporate Overview
Founded in 2005 and based in New York, NY. DiscoverReady is a leading provider of fixed fee document review services to Fortune 500 corporations. In 2009 The Dolan Company, NYSE: DM, bought 85% of DiscoverReady and it is now part of Dolan’s Professional Services Division. DiscoverReady’s services include discovery strategy, technology management, outsourced document management and review, Dynamic Data Analysis™, i-Decision™ and PrivBank™.

DiscoverReady’s integrated discovery solutions enable corporations to drastically reduce their costs while delivering the highest level of quality and defensibility. Our core team is comprised of lawyers, technologists, process consultants, discovery strategists, and project managers who focus on integrated discovery management as a career. We invest heavily in continuous training on technologies and methodologies to make our discovery process more effective. Discover Better with DiscoverReady.

Job Description (entry to intermediate level role)
Working from our Seattle office and reporting to the Director of Sales Programs, the Account Development Representative (ADR) is responsible for evangelizing DiscoverReady’s total solution suite to targeted contacts at prospect accounts. Working with the Business Development Directors in targeted territories, the ADR will conduct outbound telephone and eMail campaigns and respond to inbound inquiries received as a result of the company’s overall marketing efforts. Key goals of these campaigns will be to set up initial appointments with decision-makers and influencers at prospect accounts on behalf of the Business Development Directors, to qualify leads received from marketing-approved campaigns, and to develop and pass sufficiently detailed profiles about the prospect contact and account to enable the Business Development Directors to quickly position DiscoverReady and its value proposition to their best competitive advantage. This role makes important contributions to the growth and development of DiscoverReady’s revenue streams by expanding the company’s pipeline of qualified revenue opportunities. This is an entry to intermediate level role where the ADR will have the opportunity to grow w/in the sales and marketing teams in one of the fastest growing sectors in the litigation support services industry.

Summary of Key Responsibilities

  • Using telephone and eMail to evangelize DiscoverReady’s products and services to targeted prospect accounts
  • Creating firm scheduled appointments with targeted contacts to meet your monthly and annual quota
  • Qualifying leads received with the objective of creating a pipeline of opportunities that maximizes the company’s chance of closing new accounts that have the potential to produce meaningful revenue while promoting the efficient deployment of sales resources
  • Updating the territory plans, account blueprints and individual action plans created by the VP, Client Solutions, with the goal of defining initial sales strategies, approach plans and key activities for each qualified prospect account
  • Maintaining complete, accurate, and up-to-date account, contact and opportunity data in CRM database, Salesforce.com that enables measurement of your contributions to the sales pipeline and achievement of your quota
  • Adhering to DiscoverReady selling processes, business practices and rules of engagement
  • Supporting DiscoverReady’s deployment of marketing campaigns targeted at specific industries or geographic regions and responding timely and effectively to the inquiries they produce
  • Staying abreast of market trends and competition in your assigned territories and accounts and providing actionable feedback to product and executive management teams
  • Communicating effectively with team members and prospective clients
  • Promoting the DiscoverReady brand and presenting the company’s value proposition clearly and accurately

Educational, Technical and Functional Skills Required

  • Bachelor’s degree or equivalent experience
  • Demonstrated computer skills and experience with Microsoft Office (Outlook, Word, Excel, PowerPoint)
  • Demonstrated presentation skills with ability to present complex solutions in a formal environment
  • Excellent oral and written communications skills
  • Excellent listening skills
  • Passing DiscoverReady, Discover Better sales training and certification program

Behavioral Skills and Competencies Required

  • Ability to influence others and create compelling lines of reasoning
  • Positive outlook with strong goal orientation against measurable objectives
  • Strong organizational and time management skills
  • Demonstrated customer service skills
  • Ability to work in a self-directed environment
  • Adaptable to a fast paced and changing environment
  • Regular and predictable attendance is essential
  • Persistence

Other Qualifications

  • 1 to 3 years’ prior experience in account development or inside sales, with a focus on B2B enterprise sales
  • Experience with Salesforce.com CRM
  • SPIN Selling®, Solution Selling™ or other sales training a plus

The above statements are intended to describe the general nature and level of work being performed by representatives in this job classification. The statements are not intended to be an exhaustive list of all responsibilities, duties and skills required of representatives so classified. All representatives may be required to perform duties outside of their normal responsibilities, as needed.


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