VP, Strategic Accounts - Sales

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 Vice President, Strategic Accounts (Sales) is a key leadership role responsible for managing complex, enterprise sales cycles with key prospective enterprise accounts.  You will report to our Chief Sales Officer and expertly orchestrate the selling process with Icertis stakeholders from sales through presales to the hand-off with professional services.  Uncovering opportunities, identifying the top business issues and translating those into ICM value solutions to close multi-million dollar sales are key components of the role. The ideal candidate is a strong people leader who can facilitate collaboration throughout Icertis and key accounts, influence and lead with and without direct authority, form strong relationships with all level of stakeholders and has an innate intellectual curiosity about how to solve customers business problems.   If planning and leading complex sales cycles in a face-paced, high growth and technical environment excites you, we want to hear from you!

Responsibilities

• Develops strategies and processes to ensure continuous prospecting activities and pipeline development for key prospective clients, sufficient to support achievement of sales booking and profitability goals
• Identifies, qualifies, and facilitate new strategic customer sales opportunities to generate sales bookings that meet or exceed assigned goals
• Leads solution development efforts to best address prospective customer needs involving all necessary company personnel
• Lead regular prospective customer strategic sessions and review/reflection meetings to ensure team growth and development
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
• Establish productive, professional relationships with key business leaders that will lead to sales opportunities and new business. Create stakeholder alignment
• Exercise leadership skills combined with strong business acumen and in-depth analytical skills and forecasting abilities
• Build exceptional client rapport and maximize Customer Satisfaction
• Proactively assess, clarify, and validate customer needs on an ongoing basis
• Assist in implementation and business development efforts
• Participate in executive conversations regarding budget, resources, schedule and risk when necessary
• Identify potential project risks early and recommendations for risk avoidance as a customer moves into the implementation phase
• Demonstrate thought leadership in value-based client solutions and process management
• Participate in product strategy development

Qualifications

• Bachelors’ Degree from a reputable institute. MBA will be preferred
• A minimum of 15 years of work experience
• Prior experience in selling Contract Management/Supply Chain applications/CRM/ERP is preferred
• An impeccable track record of closing sales and delighting customers
• Prior experience in Consultative Selling, Decision Making, Selling Value, Planning, Coach development and Selling Value
• Prior experience with quick and innovative thinking with the business acumen to correctly interpret available data

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 spec