Principal, Discovery and Data Insights

As a trusted client advisor and highly motivated business developer, the Principal will consult with law firm and corporate clients to identify and secure new opportunities for the Discovery and Data Insights practice and manage and grow new and existing client relationships. A successful Principal will seamlessly transition new leads into service delivery and work closely with the Digital Forensics, Discovery Consulting and Project Management, Data Analytics and Digital Risks teams through the full lifecycle of projects while providing matter oversight and billable consulting on engagements won. Business development including origination, ownership of sales leads and collaboration is central to this role.

The Principal will effectively apply his/her knowledge of litigation support, investigations and technology to bridge the gap between clients’ specific requirements and Control Risks’ technical resources, global reach and expert capabilities to ensure work is done to client satisfaction and company standards. The Principal will help define workflows, manage tasks and balance priorities on projects as requested by clients. The Principal will also be responsible for maintaining and managing the overall client relationship and commercial aspects of engagements.

As a trusted client advisor and highly motivated business developer, the Principal will consult with law firm and corporate clients to identify and secure new opportunities for the Discovery and Data Insights practice and manage and grow new and existing client relationships. A successful Principal will seamlessly transition new leads into service delivery and work closely with the Digital Forensics, Discovery Consulting and Project Management, Data Analytics and Digital Risks teams through the full lifecycle of projects while providing matter oversight and billable consulting on engagements won. Business development including origination, ownership of sales leads and collaboration is central to this role.

The Principal will effectively apply his/her knowledge of litigation support, investigations and technology to bridge the gap between clients’ specific requirements and Control Risks’ technical resources, global reach and expert capabilities to ensure work is done to client satisfaction and company standards. The Principal will help define workflows, manage tasks and balance priorities on projects as requested by clients. The Principal will also be responsible for maintaining and managing the overall client relationship and commercial aspects of engagements.

The ideal candidate will have significant experience selling and managing litigation and investigative support services and will be able to work alongside the Discovery and Data Insights group’s project managers through successful execution of all client engagements. The Principal will serve as a point of escalation and quality control throughout each engagement. The role also will entail working alongside the Digital Forensics and Discovery teams to develop their success as Seller/Servicer(s) and look to sell repeat work into existing clients, introduce more experts and cross-sell other services. The candidate will build, develop and cultivate a strong network with both clients, industry practitioners and other resources to support our talent recruitment needs.

Business Development and Clients

• Meet or exceed new business targets for Digital Forensics, eDiscovery and Data Analytics services; the ability to drive business opportunities for the Digital Risks practice is also available to this role
• Create a clear and compelling growth strategy for the law firm and corporate client portfolio in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics
• Collaborate with colleagues in Discovery and Data Insights, marketing, Digital Risks, and the Regulatory Risks & Investigations practice domestically and internationally, to craft campaigns that will result in increased Discovery and Data Insights revenue
• Support outbound to other regions, technology opportunities tied to law firm and corporate accounts with cross-border disputes and investigative matters
• Actively manage own pipeline of new business from lead qualification through to close
• Facilitate client interaction with Control Risks’ SMEs to deepen client relationships and cross-sell other consulting services
• Industry awareness and contribution to business development efforts through participation in industry events, white papers, webinars, client demos and internal technology initiatives

Business Management and Project Oversight:

• Project oversight function on engagements to ensure highest levels of client service and profitability on an individual matter basis
• Manage internal and external client expectations throughout the entire life cycle of a project
• Identify and manage risks, including commercial aspects, throughout all facets of engagements and projects
• Contribute to innovation within the Discovery and Data Insights practice by gathering client feedback and market intelligence to play an active role in the evolution of our offering and go-to-market strategies
• Devise and promote innovative pricing models to ensure competitiveness in the market while preserving target trading profit margins
• Support the Discovery + Data Insights global leadership team in day-to-day business administration, including but not limited to forecasting, invoicing and reporting for the EMEA region

Essential

• Significant proven experience consulting on and selling Digital Forensics, eDiscovery and Data Analytics services to AmLaw 100 firms and Fortune 500 companies
• Particular focus and background in selling Managed eDiscovery Services
• Significant experience and familiarity with all phases of litigation and investigations, including forensic data preservation and collection, data filtering and processing, hosting, analytics, review, data production, and broader litigation support services
• Understanding of fundamentals of effective project management in eDiscovery matters
• Experience negotiating complicated sales and dealing with contractual variations
• Experience using time-entry and CRM systems

Qualifications and Specialist Skills

• Significant professional sales experience in eDiscovery, Legal Technology and/or Litigation Support
• Bachelor’s degree or equivalent experience
• Knowledge of industry applications including RelativityOne, Relativity Server, Reveal-Brainspace, EnCase, Cellebrite and Nuix
• Ability to scope matter requirements, draft proposals and capability decks, and respond to RFPs
• Entrepreneurial spirit and self-starter mentality to generate revenue opportunities
• Availability to work extended hours as needed when client project loads increase
• Strong analytical and complex problem-solving skills, and the ability to thrive in a fast-paced, deadline-driven team environment
• Ability to communicate complex ideas concisely, articulately and appropriately
• Possess excellent customer service, interpersonal and communication skills
• Ability to manage multiple tasks with excellent follow through and attention to detail
• Proven ability to work well in a team-based environment
• Willingness to travel as needed

• Control Risks offers a competitively positioned compensation and benefits package that is transparent and summarised in the full job offer.
• We operate a discretionary global bonus scheme that incentivises, and rewards individuals based on company and individual performance.
• Control Risks supports hybrid working arrangements, wherever possible, that emphasise the value of in-person time together - in the office and with our clients - while continuing to support flexible and remote working.
• As an equal opportunities employer, we encourage suitably qualified applicants from a wide range of backgrounds to apply and join us and are fully committed to equal treatment, free from discrimination, of all candidates throughout our recruitment process.