[Hiring] Regional Vice President, Sales - Legal IT Infrastructure @IST Management Services

Role Description

We are seeking a highly driven Regional Vice President, Sales - Legal IT Infrastructure to partner with our exec team and double-down on 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 100 and 200.
• Acting as a strategic consultant, positioning our organization as a critical partner in:
• Cloud migration
• Cybersecurity
• Compliance readiness
• Artificial intelligence (AI) integration

Position reports to the VP of Legal IT Infrastructure.

Qualifications

• 5+ years of proven success in B2B technology sales, specifically within Managed IT Services (MSP), cloud architecture, cybersecurity, or legal enterprise software (SaaS).
• Ideal candidates are located in NYC or Boston.
• Must have confidence in network and ability to close business within 6 months of hire.

Requirements

• 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.
• 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.
• Demonstrated ability to navigate complex, multi-stakeholder sales cycles that involve highly skeptical and analytical decision-makers.
• 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; diploma or GED.

Benefits

• Competitive base salary + uncapped commission
• 3% on equipment sales revenue
• 5% on services sales revenue
• OTE Y1 225K+
• Medical, Dental, Vision, STD, LTD, Life, 401k, Bonus incentives
• Seven paid holidays and 23 days of Paid Time Off (PTO) per year accrued at a rate of 3.54 hours/wk
• This is a full-time remote role, but with travel expectations for establishing and maintaining client relationships - including air travel.
• This is an outside sales position.

Responsibilities

• 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.
• Conduct consultative sales meetings to uncover a firm's vulnerabilities, focusing on:
• The high cost of operational downtime
• Remote work infrastructure
• The necessity of rapid ticket resolution
• 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.
• 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).
• 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.
• 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.