Enterprise Account Executive UKI
Icertis
Sales & Business Development
London, UK
Posted on Jul 5, 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
Position Summary
At Icertis, we are passionate about transforming contract lifecycle management.
As our Enterprise Sales Director, you'll be instrumental in driving sales by uncovering potential customers' business needs and showcasing the value of our innovative solutions.
In this role, you'll navigate complex sales cycles, positioning our Icertis platform as a comprehensive solution to executive and economic influencers across various sectors.
You'll guide these stakeholders from initial engagement to successful deal closure, managing a portfolio of strategic and large enterprise accounts across the UK and Ireland, with a focus on new logos.
This position does not include people management responsibilities.
We seek a candidate based within commuting distance of London, willing to work from our beautiful central London office (near Bank station) at least twice a week, typically on Tuesdays and Thursdays.
What you will do:
- Own the full sales cycle for new business customers, from targeted outreach to inbound qualification, discovery, value selling, and closing.
- Identify and address customer pain points related to Legal, Procurement/Sourcing, and Sales processes.
- Demonstrate how Icertis solutions meet specific regulatory and compliance requirements.
- Communicate the financial and strategic benefits of our solutions clearly and persuasively.
- Strategically coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, and delivery teams.
- Utilize account-based Sales and Marketing techniques to strengthen the sales pipeline.
- Build and maintain a network of stakeholders, identifying key economic, technical, and user influencers in deals.
- Showcase a deep understanding of customer needs during discussions with economic influencers.
- Maintain strong customer relationships at the C-level, managing proposal creation, pricing strategies, and deal negotiations to closure.
- See data as a strategic asset and maintain strong CRM hygiene throughout the sales process.
- Deliver compelling presentations that highlight the value of the Icertis platform and motivate action.
- Align customer business needs with our solutions, establishing Icertis as the preferred vendor.
What you bring:
- A hunter’s mentality with a consistent track record of achieving or exceeding sales quotas of over $1m ARR annually.
- Experience orchestrating complex direct and indirect sales cycles involving multiple technical and business stakeholders.
- Proven strategic pursuit skills and comfort with targeted prospecting.
- A strong understanding of customer and industry business drivers, applying this knowledge to manage sales opportunities effectively.
- Experience managing complex sales cycles and closing large enterprise software sales.
- Business acumen with experience in MEDDICC and/or Challenger sales methodologies, coupled with the discipline to follow a proven sales process from start to finish.
- Organizational, presentation, and interpersonal skills.
- Extensive background in selling to enterprise accounts, managing business pipelines, and revenue forecasting.
- Strategic thinking and negotiation skills.
- Experience working with strategic partners like SAP and Microsoft, and managing relationships with GSIs such as Accenture, PwC, and Deloitte.
- Desirable experience in selling to C-Level Legal, Procurement, and Sourcing stakeholders.
- A flexible, coachable, intellectually curious, accountable, and collaborative mindset.
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.
We want to ensure that you are able to be at your best throughout your candidate journey with Icertis. Please let us know if we can make any adjustments to accommodate you and/or if you have any specific pronouns preferences that you would like us to use.
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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 careers@icertis.com or get in touch with your recruiter.
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