Director of Advisory Sales

What is special about Lighthouse?

Lighthouse is built on a foundation of unique, compassionate, highly driven individuals.   We elevate the strengths and talents of those around us while leveraging opportunities for growth. We offer the experience of solving complex problems while continuing to grow multiple facets of your career. Lighthouse is where innovation meets support and where collaboration is the key ingredient to success.  We grow together and are stronger together. 

What’s unique about this role?

The Director of Information Governance Sales serves as a Lighthouse SME (Subject Matter Expert) in the area of Microsoft 365 and its impact on eDiscovery workflows and requirements. The individual is responsible for collaborating with clients, Advisory Consultants, operations team, Sales and Lighthouse leadership to influence the success of the Advisory services offering in driving improved performance for clients and new client acquisition and growth.

What will this person do?

• Acquire and grow new clients.
• Ensure profitable growth of the product based on pricing and account targeting strategies; sustainable growth strategies that address market opportunities and challenges.
• Serve as primary point of contact for clients, MSFT account representatives, sales reps counsel, and consultants on Advisory projects. Experience co-selling services with MSFT and familiarity with MSFT sales motion preferred.  
• Provide accurate reporting and forecasts based on sales funnel plans, client usage and new account activity.
• Proactive in thought leadership around Advisory offerings.
• Drive identification and scoping of prospective Advisory engagements with current and prospective clients:
  • Analyze client history, analytics, and review needs to propose engagement opportunities.
  • Participate in calls and meetings with clients and Microsoft Strategy Sessions regarding potential Advisory engagements.
  • Drive Sales team engagements with prospective clients.
• Support active clients in their use of M365 leveraging Lighthouse Advisory Consultants:
  • Scope and coordinate work with internal team members across teams and with clients and outside counsel; 
  • Leverage learnings from Advisory projects to provide statistically supported recommendations.
• Develop and document use cases and best practices for application of Advisory Services.
• Train and mentor sales team members supporting Advisory.
• Collaborate effectively with other Service Delivery teams to ensure superior client service.
  • Identify cross-sell opportunities with  other practices
• Travel to prospective and existing clients, attend trainings and conferences.                                 
• Perform other related duties as assigned.

Bring your passion and together we will shine.  It would also be great if you had the following:

• 5-10 years Microsoft and eDiscovery industry experience. 
• Proven success and desire to consult with clients / internal departments.
• Easily projects expertise and solves day-to-day challenges while helping to shape strategic direction.
• Excellent written and oral communication skills with clients and internal staff.
• Customer service demeanor: approachable, respectful, polite, and focused on client satisfaction.
• Ability to multitask under pressure.
• Experience coordinating complex projects among multidisciplinary teams. 
• BA or BS degree required

Work Environment and Physical Demands

• Duties are performed in a typical office environment while at a desk or computer table.
• Duties require the ability to use a computer, communicate over the telephone, and read printed material, in a quiet and professional setting.
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends).

Lighthouse celebrates and thrives on diversity and is an Equal Opportunity Employer. We hire, train, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. We welcome any talents and contributions you can bring to the team and are deeply committed to growing an environment where everyone can feel safe, is respected, and can show up as themselves. Come as you are!

As required by applicable pay transparency laws, Lighthouse complies with compensation disclosure requirements for roles that may be hired in locations under these requirements. Factors that may be used to determine your actual salary may include a wide array of factors, including: your specific skills and experience, geographic location, or other relevant factors. The salary range for this position may be tailored to be lower or higher in different talent markets.

Lighthouse offers a comprehensive quality benefits package including, medical, dental, vision, and a 401k with company match.  Company paid benefits also include Life & AD&D, short and long-term disability, telemedicine, and other wellness plans.  We offer a generous Flexible PTO program and paid volunteer days.  Employees may also participate in voluntary insurance plans including accident, hospitalization, and critical illness plans as well as pet insurance.  

This role will be eligible to participate in an annual bonus or incentive program.  

As a trailblazer and catalyst for change, Lighthouse rises to each opportunity to help our clients, and our people do what they do best—shine.