Associate Business Development Manager

Aderant is seeking an Associate 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 fulfill 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 Associate Business Development Manager role is field-based and requires strong interpersonal, telephone, and written communication skills. This position is focused on identifying and cultivating new business opportunities within a designated territory, primarily targeting law firms with over 50 attorneys.

The ideal candidate will demonstrate initiative and apply strategic business acumen to conduct thorough market research, prospect potential clients, and build relationships with key decision-makers. Success in this role depends on the ability to establish trust, effectively present Aderant’s solutions, and drive revenue growth by aligning client needs with our innovative product offerings.

• Demonstrates professional qualities and demeanor that commands attention and respect from large law firms.
• Networks and partners with prospects and customers both over the phone and in person to build confidence and develop win/win solutions.
• Proactively stays on top of additional sales opportunities while navigating through customer organizations, while balancing frequency of contact with potential for new sales.
• Possesses strong ability to create sales approaches and solutions; tries different and novel ways to deal with customer challenges and opportunities; while working with an extended internal team, takes courses of action or develops client solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
• Builds credibility by working as a strong team player and through powerful formal presentations. Uses appropriate interpersonal styles to establish effective relationships with prospects, customers, and internal partners; interacts with others in a way that promotes openness and trust while giving them confidence in one's intentions.
• Demonstrates strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
• Exhibits a deep knowledge of Aderant offerings; relishes ongoing, self-initiated learning, assimilates new information quickly, welcomes feedback and applies knowledge to practical use on the job.

• Bachelor's degree or higher ideally with a focus in Business, Finance, Marketing, Sales.
• 1-3+ years of experience selling to C-levels or to business owners (selling both on-premise and SaaS applications).
• Experience selling ERP solutions preferred.
• Proven sales quota attainment track record.
• Proven new business development skills.
• Excellent forecasting skills.
• Outstanding presentation, facilitation, communication, and negotiation skills.
• Proficiency with MS PowerPoint, Excel, Word, MS Teams, Zoom, and Salesforce.
• Outstanding customer-focused Account Management skills.
• Excellent analytical, negotiation, and organizational skills.