Solution Consultant

First Focus; Sydney; Hybride; AUD 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Hybrid work

Flexible hours

Professional development days

Parental leave

Wellbeing programs

Volunteer leave

Referral bonuses

Profit share

Coaching and technical training

Résumé du poste

First Focus is Australia’s leading managed AI and IT services provider, seeking a Legal Technology Consultant to guide law firms through AI, cybersecurity, and cloud transformation. You’ll own the commercial conversation from qualification to close and build credibility with managing partners and legal leaders.

You’ll work with boutique to mid-sized firms, translating technical concepts into practical, secure, and commercially sensible adoption.

Qualifications

• At least five years' experience in consultative B2B sales, solution consulting or technology consulting.
• Experience selling into law firms or professional services organisations.
• Experience with managed services, legal technology, cybersecurity, cloud, AI, document management or practice management platforms.
• Confidence engaging with Managing Partners, Practice Managers, Legal Operations, CEOs, CFOs and IT decision makers.
• Strong discovery skills and the discipline to qualify opportunities properly.
• Excellent written communication and proposal development skills.
• Enough technical curiosity to understand AI, cybersecurity and cloud services while knowing when to bring technical specialists into the conversation.
• High commercial standards and the expectation that remuneration reflects the value you create.

Responsabilités

• Lead the commercial conversation from qualification through to proposal and close.
• Translate cybersecurity, AI, cloud and managed services into outcomes that resonate with partners and practice leaders.
• Write clear, commercially credible proposals and ensure smooth handovers into implementation.
• Own the client relationship and sales process while collaborating with delivery teams.

Connaissances

Consultative B2B sales

Solution consulting

Technology consulting

Stakeholder engagement

Discovery skills

Written communication

AI/cloud/cybersecurity familiarity

Commercial/negotiation skills

Formation

Bachelor’s degree or equivalent

Outils

iManage

NetDocuments

LEAP

Clio

Actionstep

Affinity

PracticeEvolve

Description du poste

You know legal.

Not just that lawyers wear suits, bill in six-minute increments and somehow manage to turn a one-page contract into seventeen. You understand how law firms actually operate, how partners think, how technology decisions get made, and why trust matters more than the cheapest quote.

Maybe you've sold legal technology. Maybe you've worked in legal IT. Maybe you've helped firms modernise document management, cybersecurity or cloud platforms. Whatever your path, you know that law firms don't buy technology for technology's sake. They buy outcomes.

First Focus is looking for a Legal Technology Consultant to help law firms confidently navigate AI, cybersecurity, managed IT and cloud transformation.

We are Australia's leading managed AI and IT services provider, and our marketing engine delivers a strong pipeline of qualified opportunities from firms already looking to improve how they work.

This is an individual contributor role. It isn't a graduate sales position, and it isn't a lead generation role. You'll need to arrive with strong commercial instincts, excellent discovery skills and the ability to build credibility quickly with managing partners, practice managers and legal leaders.

What You'll Be Doing

You’ll work with boutique and mid-sized law firms, typically between 20 and 250 users, who are reviewing their technology strategy, cybersecurity, AI roadmap or existing IT partner.

AI is rapidly changing legal practice.

Partners want to know how Microsoft Copilot, secure AI assistants and automation can improve drafting, research, knowledge management and productivity without compromising confidentiality, privilege or professional obligations.

You’ll help firms move beyond AI curiosity into practical, secure and commercially sensible adoption.

You’ll lead the commercial conversation from qualification through to proposal and close. That means understanding how the firm operates, where technology is creating friction, how decisions are made, who needs to be involved and what success looks like.

You’ll work closely with technical specialists, solution architects and delivery teams, but you’ll own the client relationship and sales process. You don’t need to be the deepest technical expert in the room. You do need to confidently translate cybersecurity, AI, cloud and managed services into outcomes that resonate with partners and practice leaders.

You’ll write clear, commercially credible proposals that explain the business case for change, while ensuring smooth handovers into implementation because a successful sale doesn't end with a signature.

Requirements

About You

You understand that selling into legal firms is different.

Trust is earned. Reputation matters. Risk matters. Relationships matter.

You know how to have commercial conversations with professionals who expect you to understand their business before talking about yours.

You’re also naturally curious about AI and already using it to improve the way you work, whether that's research, writing, preparation, productivity or client engagement.

You’ll probably be a great fit if you have:

• At least five years' experience in consultative B2B sales, solution consulting or technology consulting
• Experience selling into law firms or professional services organisations
• Experience with managed services, legal technology, cybersecurity, cloud, AI, document management or practice management platforms
• Confidence engaging with Managing Partners, Practice Managers, Legal Operations, CEOs, CFOs and IT decision makers
• Strong discovery skills and the discipline to qualify opportunities properly
• Excellent written communication and proposal development skills
• Enough technical curiosity to understand AI, cybersecurity and cloud services while knowing when to bring technical specialists into the conversation
• High commercial standards and the expectation that your remuneration reflects the value you create

Experience with legal technologies such as iManage, NetDocuments, LEAP, Clio, Actionstep, Affinity, PracticeEvolve, Thomson Reuters or LexisNexis would be highly regarded, but isn't essential.

This role probably isn't the right fit if your experience has been primarily lead generation, transactional product sales or heavily supported enterprise sales where large bid teams carry most of the commercial process.

What Great Looks Like

Within six months you'll be confidently leading strategic conversations with managing partners and legal leaders, converting qualified opportunities into long-term managed services clients and becoming a trusted advisor to firms navigating AI and technology change.

You’ll build credibility because you understand the commercial realities of legal practice.

You’ll earn trust internally because you qualify thoroughly, sell accurately and hand over opportunities that delivery teams genuinely enjoy implementing.

Most importantly, you'll help Australian law firms embrace AI safely, improve cybersecurity, modernise infrastructure and create better experiences for both lawyers and their clients.

Why First Focus

Law firms don't need another IT supplier.

They need a technology partner who understands confidentiality, cyber risk, business continuity and how legal professionals actually work.

First Focus is Australia's leading managed AI and IT services provider, with more than 350 specialists across Australia, New Zealand and the Philippines.

We're helping professional services firms use AI in practical, secure and commercially valuable ways. Behind every conversation you'll have is deep technical capability across managed AI, managed IT, cybersecurity, cloud, Microsoft technologies, modern workplace and professional services.

You’ll have genuine delivery capability behind you, a trusted brand in the market and a marketing engine generating qualified demand.

You won't spend your days cold calling from a spreadsheet.

You'll spend them helping firms that already know they need to modernise, making smart technology decisions that improve productivity, reduce risk and create lasting client relationships.

Benefits

• Strong base-weighted remuneration with achievable performance incentives
• Hybrid work and flexible hours
• Paid study days and structured professional development
• Generous parental leave and wellbeing programs
• Extra leave for volunteering or community work
• Referral bonuses and profit share, subject to eligibility
• Free access to Uprise, including confidential coaching with qualified psychologists and counsellors
• Weekly technical training, mentoring and clear career development pathwaysAccess to Australia's leading managed AI practice and one of the strongest technical teams in the industry

If you've built your career helping law firms embrace technology, enjoy discussing AI with senior decision makers and want qualified opportunities backed by genuine delivery capability, we'd love to talk.

Questions before applying?

Reach out to Brendan Ritchie for a confidential conversation.

First Focus welcomes applications from Neurodiverse candidates. We recommend & appreciate disclosure along with the application so that a copy of our Neurodiversity Statement can be provided outlining the flexible options we can offer to best showcase your skills.

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