Vice President, Industry Advisor - Contract Lifecycle Management (CLM)
Posted on Thursday, December 21, 2023
With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs. Today, the world’s most iconic brands and disruptive innovators trust Icertis to fully realize the intent of their combined 10 million contracts worth more than $1 trillion, in 40+ languages and 93 countries.
Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destination
What you will do:
- Team Leadership: Guide and mentor a team of 6 to 7 expert Industry Advisors, fostering individual growth and achieving collective goals.
- Industry Strategy: Develop and execute strategies aligning with sales and revenue objectives, emphasizing revenue expansion, collaboration on market trends and customer adoption.
- Customer Engagement: Collaborate with the sales team, addressing client needs, delivering compelling presentations, providing solutions for post-sale expansion revenue, marketing collateral, and industry-specific content, as well as ideation and product influence/feedback to our development teams.
- Product Mastery: Stay updated with our offerings, ensuring the team is well-equipped to present solutions and vertical industry content/direction effectively.
- Post-sale Expansion: Identify and capitalize on expansion opportunities within the existing customer base, offering tailored solutions to meet evolving needs.
- Customer Adoption: Implement strategies to ensure full customer adoption and value realization from our products and services, fostering long-term satisfaction.
- Market Insights: Analyze trends, customer feedback, and competition to provide insights for product development and post-sale strategies specific to our vertical go to market strategy.
- Proposal Development: Oversee the creation of tailored proposals and process of demonstrating value and supporting post-sale growth. Build and support the value-engineering processes needed to effectively justify the ROI of customer investments.
- Performance Metrics: Define and track key metrics, focusing on the team’s impact on growth in ARR, positive marketing momentum, and analysts’ perception.
- raining and Development: Continuously enhance the skills and knowledge of Industry Advisors for effective post-sale support.
- Value Engineering responsibilities:
- Process Standardization: Institute robust processes and standards to establish best practices within the team. Develop frameworks for value engineering, ensuring clear articulation of the benefits and ROI (Return on Investment) of our solution.
- Articulating Value: Lead efforts to define and articulate the quantifiable value propositions of our solutions. Develop methodologies to measure and present the tangible benefits and efficiencies gained by clients through our CLM software.
- Customer Convincing Strategies: Collaborate with the team to create compelling narratives backed by quantifiable metrics that illustrate the advantages and cost-effectiveness of our solution. Implement strategies to effectively communicate these benefits to prospective clients.
- Metrics Development: Drive the creation of measurable metrics that showcase the impact of our CLM software on revenue, risk mitigation, compliance enhancement, and operational efficiencies. Establish these as benchmarks for customer investment decisions.
- Continuous Improvement: Continuously refine and optimize the value engineering process based on customer feedback, market trends, and evolving industry standards. Ensure that the team stays at the forefront of articulating and demonstrating the value proposition.
What you will bring:
- Proven Leadership Experience: Demonstrated success in leading and managing high-performing teams in the CLM or related software space, with a minimum of 5 years in a managerial role focused on Industry Advisory or similar positions.
- Industry Expertise: Possess 8-12 years of comprehensive experience in Contract Lifecycle Management or relevant software industry, showcasing a deep understanding of market trends, client needs, and industry challenges.
- Strategic Vision: A track record of implementing successful strategies that drive post-sale expansion, customer adoption, and revenue growth within the CLM software sector.
- Customer-Centric Approach: Proven ability to understand customer pain points, articulate value propositions effectively, and leverage this understanding to create impactful solutions.
- Cross-Functional Collaboration: Extensive experience collaborating with sales, marketing, and product development teams, translating industry insights into actionable plans aligned with company objectives.
- Analytical Skills: Strong analytical capabilities to interpret market data, customer feedback, and competition, extracting actionable insights to guide business strategies and product development initiatives.
- Communication Proficiency: Excellent communication and interpersonal skills to effectively convey complex industry concepts, both internally and externally, fostering a collaborative and innovative team environment.
- Educational Background: A Bachelor's degree in a relevant field; an MBA or equivalent qualification is highly desirable, reflecting the strategic nature of this leadership role.
- Results-Oriented: A results-driven mindset with a focus on achieving and surpassing targets, ensuring the team consistently delivers exceptional performance.
- Adaptability and Agility: Thrives in a fast-paced, dynamic environment, exhibiting flexibility, adaptability, and a proactive approach to meet evolving industry and business needs.
- Alignment with Company Values: Shares and embodies the company's values of Fairness, Openness, Respect, Teamwork, and Execution in all professional interactions and endeavors.
This specific role might not be for you, but maybe you have a friend who would be a perfect fit. Please forward this opportunity to anyone who wants to help Transform the Foundation of Commerce!
What we offer:
We are committed to the health and well-being of all Icertians, their families, the communities they live in, and our customers. This commitment is represented in the Icertis “Four Rings of Responsibility”: Take Care of Self, Take Care of Family, Take Care of Community, and Take Care of Business, in that order.
To support these commitments, Icertis offers excellent health and welfare benefits, a generous 401k match, and a robust paid time-off program. Here are some other reasons we’ve been named a Top Company to Work for by Seattle Business Magazine for the fifth year in a row!
• Equity (RSUs) and shared ownership in the company
• Flexible work location (role dependent)
• Paid maternity and paternity leave
• 7 Days for Humanity in 2022 – paid volunteer days
• Generous holidays including the 4th of July week off – paid
• Extensive remote onboarding program and virtual employee engagement events
Icertis, Inc. provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, gender identity or expression, sex, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Icertis, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to firstname.lastname@example.org or get in touch with your recruiter.
Icertis is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.