Sales Account Executive

Arne Pederson

PH 331-***-****

Email: ****.********@*****.***

Summary

Strategic Legal Account Executive with Budgeting, Planning, and Forecasting processes, Business Analytics, Data Visualization, Data Management, and Financial Reporting workflow software and annual subscription sales expert and with over 25 years in the legal software industry working with the top 200 national law and consulting firms like Baker McKenzie, Jones Day, King and Spaulding, Baker Hostetler, Huron Consulting and Alix Partners just to name a few. Sales of more than 20 million in software, professional services and training in the last 14 years. Expert in Legal Analytics, large consulting projects, workflow process Records, Conflicts, Business Intelligence, Expense Reporting and financial reporting.

Summary of Skills

Software, Subscriptions, licensing,

Power Messaging Expert

Enterprise Software applications

Managing and closing complex sales-cycles

Legal Analytics Background

Business development in new markets

Strategic Account Selling Principles

Professional services sales

Hunter and Farmer

Solution / Consultative Selling

Business Experience

CaseFlow US Sales Manager 11/17 - 4/2020

Manager of US Operations (Sales and Operations)

Generate new opportunities in the US

Australian based company

Maintain relationships with current clients

Developed marketing plan

Attended multiple Legal industry shows

Assisted in developing new software version

Nuance Communication INC Legal Account Executive 12/16- 10/17

AM law 250 account manager working will all law firms in the Mid-West

Working with clients (law firms and dealers) to establish document workflow and security plans (Follow me print) for documents and cost recovery- Copitrak and Equitrac

New and add on sales including working with outside dealers for scanning solutions Ecopy and Autostore including document management process and Banner page set up

Cold calling and working with dealers on RFP and suppling POC options and developing custom best practices

Best at getting a seat at the table during the RFP development process.

Total solution expert

American Legal Net 2/2016- 12/16

Sales Director Mid-West

My responsibilities are lead identification, qualification and “owning” the sales opportunity from qualification to contract execution. This includes territory planning, territory prospecting, building and maintaining key territory relationships, managing the sales process, making sales presentations, leading the proposal generation process, developing the overall pricing and sales strategy, organizing site visits and contract negotiations.

Managed a complex Sales cycle of American legal Net software products and services to assigned accounts

Products are eDockets the only national docketing system with local dockets access

Forms Workflow 80,000 local and national fillable forms

Mid-West territory with 10 states

Lex Machina 03/2015 – 02/2016

Sales Director Midwest

Through a consultative approach, led the Lex Machina sales efforts in Chicago and the Midwest by assisting law firms and corporations in making IP data driven decisions to improve business.

Sold the Lex Machina proprietary platform software solutions which use data and analytics to transform the methods legal professionals approach intellectual property litigation.

Guided client’s use of Lex Machina to select and manage outside counsel, increase IP value and income, protect company assets, and compare performance with competitors.

Sold benefits of Lex Machina software to law firms who then use product to pitch and land new customers, win IP lawsuits, close transactions, and prosecute new patents.

MarComm 2013 - 2015

Marketing Communication Solutions

Senior Sales Manager/Midmarket Legal

• Strategic Communication and Training Consulting for MSB to maintain Employee training and skill set

• Complete Web Design for Clients to maintain Web visibility

• eLearning Design and Implementation

• LMS Solutions (Learning Management System)

• Custom video animation for Websites

• Broadcast Quality Podcasts to keep client’s customers up to date on new trends

• Integrated Incentive Programs

• Complete Design Services

• eBlast campaigns to promote additional business.

InfoCrossing/Wipro 2012 - 2013

A Global Data Center services company

Senior Sales Manager

My responsibilities are lead identification, qualification and “owning” the sales opportunity from qualification to contract execution. This includes territory planning, territory prospecting, building and maintaining key territory relationships, managing the sales process, making sales presentations, leading the proposal generation process, developing the overall pricing and sales strategy, organizing site visits and contract negotiations.

F1000 and Law firms in Midwest

Products include Data Center Services, Cloud Development Managed Mainframe services.

InfoCrossing and Wipro merged and offered severance.

Tata Consulting Services, North America 2010 - 2011

Provides world-class IT services, business solutions, and outsourcing.

Business Development Director, USA

Selling large to medium Business Process Transformation projects, Outsourcing, end-to-end IT Solutions and Infrastructure Services to Professional service firms and large corporate law departments.

Providing LPO (Legal Process Outsourcing) services to corporate law department and Professional Service firms.

Increasing market of software as service(Saas) requiring innovative solutions

Providing Global Help Desk services to Global firms with Follow the sun support.

Total IT staff replacement

TATA ended strategic pursuit of the Legal Market.

Aderant North America, Chicago, IL 2008 - 2009

A global provider of comprehensive business and practice management software for law and professional services firms.

Senior Account Executive and Director

Managed a complex Sales cycle of ADERANT software products and services to assigned accounts

Assigned to grow license revenue and recurring revenue of assigned accounts

Conduct presentations and demonstrations of products and services

Left due to company merger with severance

Thomson/Elite Chicago, IL 2002 2008

Provides Attorney Software, Docketing Software, Law Office Management software solutions

Account Executive

Established new business for company with Top Law Firms in the Midwest

Create and manage strategic plan for signing and maintaining Top law firms

Establish “C” level relationships to effectively present Elite solutions

Results:

Closed over 25 Top law firms generating over $25 million in software and services revenue

Closed over $25 million in sales in 7 years

Named one of the Top salesperson for six consecutive years

Left for strategic opportunity

West Group/Westlaw Chicago, IL 1995 2002

Sales/Sales Management

Sold Legal publications books, CD’s and On-line format to High level executives in major law firms

Developed sales plan to penetrate major law firm accounts/ 3 direct reports with all over quota

Hire, manage and train sales representatives to call on Law firms in territorial assignments

Develops successful sales methodology to mentor sales representatives

Results:

Closed over $1 million in sales in the first 3 years

Named top sales executive for 3 consecutive years, 1998, 1999, 2000

Exceeded assigned quota annually for 5 years, 1997, 1998, 1999, 2000, 2001

Qualified for Presidents club (Over 120% of plan) five years

Contact this candidate