Overview:
We are seeking a highly driven VP of Business Development to spearhead our expansion into the Legal Managed IT Services market. In this role, you will be responsible for identifying, pursuing, and closing contracts with law firms ranging from boutique practices to the AmLaw 200. You will not just be selling traditional IT helpdesk support; you will act as a strategic consultant, positioning our organization as a critical partner in cloud migration, cybersecurity, compliance readiness, and artificial intelligence (AI) integration.
About Us
IST Management is a business process outsourcing company. Founded in 1997, we have over 1,800 employees and operations across the U.S. We provide a range of services geared toward litigation and corporate office support including e-Discovery processing+hosting, court reporting, collections/forensics, managed review, and managed services. IST Management is a Relativity Certified Provider and tool-agnostic. We also provide a full range of facilities management and office services.
We’ve been recognized as one of the fastest-growing companies in the U.S. as a winner of the Nation’s Best & Brightest Companies to Work For, as well as the HR Professional Excellence Award from the Society for Human Resource Management. We are proud to belong to the Military Spouse Employment Partnership through our nation’s Department of Defense and have committed to Hiring Our Heroes’ mission to hire 100,000 active and former service members. IST Management has also been included in the INC 5000 list!
Check us out at istmanagement.com for more information.
Benefits Include: Medical, Dental, Vision, STD, LTD, Life, 401k, Paid Time Off, 7 Holidays, and Bonus incentives
Compensation: $125,000.00-$175,000.00/Yr++ pending experience and performance during interview process, plus commission
This is a full-time remote role, but with travel expectations for establishing and maintaining client relationships - including air travel.
Responsibilities:
- Pipeline Generation & Full-Cycle Sales: Prospect and secure new business by targeting law firm Managing Partners, Chief Operating Officers (COOs), and IT Directors who require enterprise-grade IT infrastructure and white-glove service desk support.
- Strategic Needs Assessment: Conduct consultative sales meetings to uncover a firm's vulnerabilities, focusing on the high cost of operational downtime, remote work infrastructure, and the necessity of rapid ticket resolution.
- Compliance & Cybersecurity Positioning: Articulate the value of our robust security offerings, positioning our Virtual Chief Information Security Officer (vCISO) services, SOC 2 readiness, and alignment with frameworks like HIPAA, SEC, and CMMC to help law firms pass stringent corporate client audits.
- Application Ecosystem Consulting: Speak fluently about the legal software ecosystem, successfully conveying our ability to manage and integrate core business applications like Document Management Systems (iManage, NetDocuments) and Practice Management platforms (Elite 3E, Clio, Aderant).
- Industry Networking & Thought Leadership: Actively participate in the International Legal Technology Association (ILTA) ecosystem, leveraging business partner sponsorships, attending ILTACON, and engaging with the community to generate enterprise leads and build institutional credibility.
- AI Integration Advisory: Capitalize on the legal industry's transition toward generative AI by selling our services as a secure, ethically compliant conduit for integrating AI agents into a firm's existing data environment without compromising client confidentiality.
- Adhere to all company and safety standards
Qualifications:
Required qualifications
- Experience: 5+ years of proven success in B2B technology sales, specifically within Managed IT Services (MSP), cloud architecture, cybersecurity, or legal enterprise software (SaaS).
- Industry Knowledge: Deep understanding of the legal industry's unique operational pressures, including the billable hour model, ethical obligations regarding data sovereignty, and the specific demands of litigation timelines.
- Technical Fluency: Ability to confidently discuss complex IT concepts, including Virtual Desktop Infrastructure (VDI), Endpoint Detection and Response (EDR/MDR), Microsoft 365 migrations, and Governance, Risk, and Compliance (GRC) strategies.
- Relationship Building: Demonstrated ability to navigate complex, multi-stakeholder sales cycles that involve highly skeptical and analytical decision-makers.
- Communication: Exceptional presentation and proposal-writing skills, capable of translating highly technical IT infrastructure benefits into clear, risk-mitigating business outcomes for legal executives.
- Legal Authorization to work for any employer in the US
Preferred Qualifications:
- Existing network of contacts within law firm administration or the Association of Legal Administrators (ALA).
- Familiarity with the specific pain points of legacy legal software and on-premise server migrations.
IST Management provides reasonable accommodations to individuals with a disability in accordance with applicable law in both the application and employment stages. If you require any accommodation in completing your application for employment, please let us know by informing our Talent Acquisition team. Contact information here: https://www.istmanagement.com/talent-acquisition-team. Please respect individuals reaching out for accommodations by utilizing the contact information only for this purpose. You will receive correspondence directly from your local IST Management hiring team regarding your application submission and status after submission. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. This is an ongoing search with no application deadline.
