Head of Business Development

Company Profile

Cognia seamlessly extends corporates, banks and law firms’ legal capability to deliver sustainable outcomes. Our goal is to connect the legal sector, moving it from a siloed approach to integrated partnerships. We help in-house legal teams by bringing simplicity to complex matters and replacing broken procedures with efficient processes.

Cognia is a Chambers-ranked law company which integrates how legal services are provided so our team, partners, clients and communities thrive together with people at the heart of what we do. We encourage our people to bring their whole self to work and focus on enabling them to realise their full potential.

For more information, please visit www.cognialaw.com

Role Description

New business generation working collaboratively with marketing, business advisory, account executives, service area subject matter experts and service delivery teams.

Building Cognia’s sales capabilities and, until a larger sales team is deployed, being actively involved in producing the majority of new business and expanding existing accounts.

In time, the role will expand to leading and co-ordinating all aspects of Business Development within Cognia, including linking into Marketing.

Role Responsibilities

Sales role includes:

• Evolve and deliver go-to-market strategies for key service areas including sales enablement tools and collateral.
• New business generation working collaboratively with marketing, business advisory, account executives, service area subject matter experts and service delivery teams.
• Developing effective relationships with financial services providers, corporations and law firms to drive additional revenue (net new and expansion).
• Actively prospecting creating new Cognia client opportunities through understanding their challenges and working with service area subject matter experts and business advisory professionals to develop and propose solutions.
• Winning deals in collaboration with service area subject matter experts and business advisory professionals.
• Setting and achieve quarterly and annual sales targets.
• Maximize sales productivity through defining and executing on sales processes.
• Development and management of BD pipeline.
• Line management of designated Lead, Deal and Account Managers and BD Operations team members.

Requirements

Experience and track record in consulting led sales, including:

• Experience selling to General Counsel, Heads of legal operations and law firms or equivalent senior stakeholders
• Selling as part of a collaborative team
• Consultative selling approach
• Successfully building and scaling sales in a services business
• BD or sales team leadership
• Setting and consistently exceeding targets
• Securing new clients and growing existing clients – displaying a hunting mentality
• Experience in Legal and/or professional services or an equivalent sector
• Experience operating at leadership level

Skills for success:

• Strong interpersonal skills
• Proven ability to interact as an equal with GC’s and Heads of Legal Operations or equivalent
• Proven ability to consistently exceed established revenue and activity goals
• Proven ability to scale a client base and manage sales cycles to close
• Proven ability to build trust and credibility with new and existing clients
• Proven healthy collaboration with other team members and with other departments
• Attention to detail
• Hardworking, persistent, and dependable
• Positive and enthusiastic

Technical Skills:

• Excellent MS Office skills - capable of preparing PowerPoint, Word, and Excel files without support.
• Familiar with CRM and ability to use pipeline management systems.