Director, Enterprise Sales, Expansion Accounts - Aerospace & Defense - Remote
Sales & Business Development
Posted on Friday, January 19, 2024
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
The Director, Customer Advocacy is responsible for driving sales from existing large accounts for Icertis Contract Management. The Director, Customer Advocacy acts as an extension of the Customer, being a proactive evangelist within Icertis and the Customer to accomplish defined objectives (adoption/usage, KPIs, product expansion). The ideal candidate is one with strong sales aptitude including new-business sales, relationship building skills, technical bent of mind and a consultative sales approach who has been associated with implementation of Enterprise software in a SaaS company. This position reports to the General Manager, Customer Advocacy. The role will work remotely within the US. #LI-Remote
What you will do:
- Drive more revenue from existing accounts by up-selling existing users and cross selling new groups / divisions.
- Develop and/or expand relationships within customer base at all levels from individual contributors to C-Suite.
- Ensure customer expectations and obligations are fulfilled and Customer is a positive net promoter of Icertis.
- Work closely and lead with internal teams: Professional Services, Engineering, Marketing, etc., to review customer issues, challenges, and success factors.
- Work closely with customer and product management to understand new requirements and upcoming product releases and new potential customer value opportunities.
- Understand the needs, requirements and/or pain points of the Customer and propose potential solutions.
- Be responsible for overall customer satisfaction for assigned accounts.
- 10+ years of successful enterprise software sales or account management experience at least 5 of which are in a SaaS selling environment.
- Must have sales aptitude, relationship building skills, and a consultative sales approach. Experience with Miller Heiman or other solution-selling methodology a plus.
- Ability to identify & create new sales opportunities and manage complex sales cycles.
- Ideal candidate will have prior experience selling Contract Lifecycle Management solutions.
- Experience in managing large Fortune 500 engagements.
- Ability to develop executive level (C-Level) relationships, and lead strategic initiatives with customer, and present Icertis value proposition to C-level executives.
- Experience in managing enterprise accounts, generating pipeline to grow wallet share at customers, and revenue forecasts.
- Excellent communication, negotiations and strategic thinking skills.
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