Business Development Manager

Aderant is seeking a Business Development Manager.

Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere; where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology.

At Aderant, the “A” is more than just a letter. It is a representation of how we fulfil our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”. We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward. Our people are our strength.

The Business Development Manager will be responsible for seeking out new business opportunities and bringing prospective clients into the Aderant family.  They will meet with key personnel to raise awareness of Aderant’s suite of applications, advising how these can be used to best meet prospect firms’ current and future needs.  They will be used to meeting and exceeding sales quotas, as well as accurately recording all activity in relevant systems.  Travel will be expected, including international travel across EMEA and United States.

The successful candidate can be based in Aderant’s City of London office or can be home based anywhere in the UK, providing they are within easy reach of the mainline rail network and an international airport.

• Build and develop relationships with prospects across a defined region, at C and Operational level, acquiring a thorough understanding of prospect needs and creating opportunities to introduce the Aderant brand.
• Network with clients and prospects to support the creation of opportunities.
• Attend industry and networking events, representing the company with clients and prospects.
• Use detailed knowledge and understanding of both Aderant applications, and the wider legal industry, to allow for credible and meaningful conversations and uncover opportunities for revenue growth.  (Training on Aderant applications will be provided)
• Work effectively with internal colleagues, coordinating involvement across departments to develop sales opportunities.
• Create a trusted/strategic advisor relationships with key personnel in prospect firms.
• Create sales approaches and solutions in innovative ways, developing client solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
• Build relationships with external parties; consultants, partners and influencers in the legal market, representing the Aderant brand, culture and values.
• Work effectively with internal colleagues, coordinating involvement across departments to advocate for prospect needs.
• Achieve and exceed agreed targets for relevant KPIs.
• Create, manage and close pipeline opportunities, presenting accurate forecasts on a monthly and ad-hoc basis.
• Ensure the accurate and timely recording of all activity in Salesforce.
• Work with Sales Management and training teams to learn and implement the sales methodology, engaging in appropriate training to achieve required performance levels.

• Impeccable presentation skills.
• Use appropriate styles of written & verbal communication to promote openness and trust with all levels of seniority.
• Outstanding influencing and negotiation abilities.
• Detail oriented, analytical and organised.
• Thrives in a multi-tasking environment and can adjust priorities on-the-fly.
• Focused self-starter with the determination to do what it takes to succeed, while adhering to expected standards of conduct and remaining a strong team player.
• Driven and eager to learn and to excel: taking responsibility for own learning and welcoming feedback.
• Able to work remotely, or from Aderant office or prospect/client offices without the need for direct supervision.
• Willing and able to travel as required, throughout the UK and across EMEA and the US.
• Proven experience of selling to C-level or to business owners.
• Proven experience in selling cloud migration solutions for Enterprise software applications.
• Outstanding customer-focused Account Management skills.
• Proven sales quota attainment track record in a new business environment.
• Proficiency with MS Office, MS Teams, Zoom, and Salesforce.
• Finance, Accounting, HRIS experience preferred.
• Law Firm familiarity preferred.
• Software/SAAS delivery experience preferred.