Solutions Architect

The Solutions Architect, serving as a multiple product expert, is responsible for providing current and prospective clients with technical and workflow sales consulting throughout the customer lifecycle. Your  knowledgeable and value-driven presentation of DISCO products and services will help generate new and recurring revenue by building trust through expertise. 

You will be the technical liaison between our clients and cross-departmentally between Sales, Client Success, Product Delivery, and Marketing stakeholders. This role is charged with fully understanding customer requirements, presenting DISCO solutions and services, providing workflow recommendations, and generally supporting the pre-sales function of domain expertise throughout the client buying life-cycle. 

• Provide exceptional product demonstration skills in client meetings with the ability to craft real-time value propositions based on client persona and in-meeting feedback
• Support all product-related field enablement efforts, including demo certification preparation of new and existing sales team
• Collect business and technical information from clients regarding requirements and leverage DISCO stakeholders to support account acquisition and growth plans
• Collaborate with sales reps and sales leadership on deal cycles to build and deliver an effective close strategy 
• Act as a technical consultant to the DISCO client base in explaining product capabilities, limitations, and implementation requirements and describing technical tradeoffs and implementation alternatives
• Scope and develop product evaluation plans, based on client-defined success criteria, to deliver revenue-generating opportunities along with field teams. This includes deep-dive demos, hands-on training, and proofs of concept.
• Effectively articulate the competitive value of disrupting and emerging ediscovery technologies to end-users and decision-makers
• Serve as technical content quarterback for RFI/RFP and InfoSec responses
• Identify areas where we can improve customer satisfaction and repeat business, then communicate those issues and possible solutions to internal stakeholders.

• 5+ years of hands-on experience with legacy or modern cloud-based ediscovery products discovery as a user or administrator
• Ediscovery industry experience relating to sales, pre-sales consulting, or project management experience - preferably with software or service provider experience
• Strong knowledge of ediscovery from the law firm and corporate legal perspectives
• Must have hands-on experience with administration ediscovery processing and review platforms
• Ability to grasp technical concepts quickly and translate technical verbiage into easily understandable language for customers
• Knowledge and experience in cross-functional sales management methods and techniques
• Extraordinary oral and written presentation skills
• Strong organizational, presentation, and customer service skills
• Skilled in planning and preparing client-facing, written communications
• Ability to travel domestically (25 - 50%) post-COVID-19
• Hold ediscovery specific and project management certificates

• Have been a practicing lawyer with review management experience leveraging AI, TAR, predictive analytics.
• Experience working with and supporting field sales reps as part of a team selling approach.
• Have performed deposition review and evidence management or have experience selling software that enables those functions.
• Have supported software and services organizations in a consulting role