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For The Record Justice Sales Director-Northeast in Woburn, Massachusetts

For the Record Group is a fast growing, global business with operations in 65 countries and 50 US states. The digital solutions and services provided by our Companies assist Courts around the world to capture, distribute and maintain court recordings. We are currently experiencing incredible global growth (particularly in the US), with our latest industry-leading technologies driving digital transformation in the justice system. We have an ongoing goal to continue to build an enviable work culture and environment that inspires our employees. This mission remains as pertinent as ever as our award-winning technologies are poised to bring further growth opportunities in the coming years. For more information, visit www.fortherecord.com

Today, we boast over 27,000 installations, across 62 countries. Our customers include Massachusetts Trial Courts, Irish Courts Services, United States Federal Court, International Criminal Court, New York State Courts, Federal Court of Australia and High Court of Australia.

The Justice Solutions Director oversees a defined sales region, selling hardware, software and cloud solutions to courtrooms at both county and state levels. Within the region, there is a spectrum of clients ranging from those that do not utilize our services through to clients using our all our services. The person suited for this position will have experience in both sales and key account management.

Since you will partner with our customer jurisdictions to educate and demonstrate the enhanced value of our products; you will be responsible for all aspects of the jurisdiction's migration from their current state to our most transformative solutions. You will be responsible for identifying and formulating your jurisdictions’ strategy goals, and then determining the requirements to enable this success. You will drive and manage our customer acquisition and revenue growth targets by prospecting new business and managing current relationships. As the revenue in your region grows through your efforts; you will have the potential opportunity to build a team that caters to the demands of your region. This is an integral, visible and exciting role in our organization!

Your responsibilities:

  • Achieve and exceed growth and sales targets

  • Design and implement strategic jurisdictional sales plans that expands FTR’s customer base and consumable revenue streams for the region

  • Maximize total incremental sales growth promoting the sale of FTR products using a consultative and solutions-based sales approach

  • Prepare and present sales forecasts and regional plans to the executive team

  • Manage key accounts within the region ensuring proper implementation execution and expected outcomes are achieved

  • Work with resellers and partners across the region and identify key channel strategies for successful sales solutions

  • Confer with and assist in customer-related issues as needed to maintain good customer relations

  • Work on RFPs, RFQs and other contracts as needed by the business

  • Effectively communicate and collaborate with business partners across the company including design, customer support, technical teams, marketing and project management

  • Determine and design the best solutions for new and current customers using an effective sales process and sales motions

  • Support recruiting, interviewing, training and coaching efforts

  • Promote a customer focused culture that is aligned to business requirements

  • Attend tradeshows and conferences generating business leads working in partnership with marketing

  • Perform product demonstrations

  • Ensure CRM compliance and ownership of KPIs

    Required Work Experience, Qualifications and Skills

  • 7+ years of Sales and/or Account Management experience required

  • A record of successful sales performance

  • Strong prospecting and closing skills

  • A proven commitment to improving internal and external customer experience

  • Strong leadership, project management, customer service and problem-solving skills

  • Capability to build strong and effective working relationships with key internal and external stakeholders across different levels of the organization, time zones and cultures

  • Highly developed interpersonal, oral and written communications, presentation, negotiation, facilitation, and leadership skills with a commitment to internal/external customer responsiveness

  • Flexible and adaptable process-oriented work style; strong demonstrated work ethic that emphasizes customer focus, quality, and continuous improvement

  • Professional credibility and strong executive presence

  • Excellent organizational skills

    Preferred Work Experience, Qualifications and Skills

  • Experience in technical government, legal and/or SaaS sales, highly preferred

  • Experience using MS tools such as Outlook, Teams, Dynamics, PowerPoint and Excel, preferred

  • Experience with large enterprise deals and longer sales cycles (12+ months), preferred

  • Experience directly responding to RFPs, RFIs or RFQs, preferred

  • B.A/M.A./J.D., a plus

  • Knowledge of Government (State/Federal) budget cycles and processes along with an understanding of Judicial structures and roles, a plus

  • Knowledge of commercial AV Design and Acoustics, a plus

  • Spanish speaker in certain locations, a plus

    Role Challenges and Special Working Conditions:

  • Some after-hours work required to strategize key business customers and meetings

  • Domestic and/or international travel will be required (up to 25%)

  • Manager and other internal contact points may be located in different states/countries

    For The Record provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, For The Record complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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