Associate Vice President Industry Advisory

AVP of Industry Advisory is responsible for leveraging cross industry expertise to guide the strategic and operational alignment of Icertis’s offerings for vertical market needs. This role involves leading a team of Industry and Value Advisors to engage early in the deal process.  To help analyze market trends, identify customer pain points, provide value analysis, develop use cases, business cases, and advise on industry value selling. Focus on customer revenue/operations, driving revenue in all segments and all stages of our selling process. 

What you will do: 

Lead:  Lead a team of experienced professionals in multiple industries.  Removw roadblocks, enable the team, and provide support as needed. 

Market Insight and Analysis: Assist to conduct thorough research and analysis of industry trends, challenges, and any regulatory changes to understand the evolving needs of the target market as it relates to contracting and value selling. 

Thought Leadership: Establish oneself as a thought leader through publishing industry insights, participating in conferences, and networking with industry experts.  

Strategy Development: Support and initiate the collaborative efforts with product management, marketing, and sales teams to develop and implement strategies that align the Icertis contract intelligence platform and solutions with industry-specific requirements.  

Product Advisory: Provide insights and recommendations for product features, usability, and service models that meet the unique challenges and demands of prospects and customers. 

Customer Engagement: Engage with key customers to gather feedback, pain points understand their specific value needs.  

Advisory & Sales Enablement: Equip the advisory and sales team with industry and customer specific knowledge, market trends, unique selling propositions, and value analysis to enhance sales effectiveness.  

Domain Mastery: Stay updated with our CLM market trends and Icertis offerings, ensuring you are well-equipped to present solutions effectively, represent and articulate the value of ICI. 

Analytical expertise: Ability to perform value analysis including business cases and ROI on behalf of the prospective or existing customers. 

Performance Metrics: Define and track key metrics for your team and areas of focus, concentrating on the team’s impact on growth, value selling, positive marketing momentum, and analysts’ perception. 

Articulating Value: Define and articulate the quantifiable value propositions of our solutions. Provide insights on methodologies to measure and present the tangible benefits and efficiencies gained by clients through our CLM software. 

Deal support:  Help qualify, participate in discovery, help align solutions, perform, and support value analytics and Contract Value Mapping (CVM).

What you will bring: 

Industry knowledge: Knowledge about multiple industry sectors is advantageous. 

Contracting Expertise: 10-15 years’ experience with contracting concepts, compliance and workflows is necessary. 

Industry Expertise: Comprehensive experience in Contract Lifecycle Management or relevant software industry, showcasing an understanding of market trends, client needs, and industry challenges.  Understanding of value analysis calculations used by other markets or software industries. 

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: 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.  Analytical skills to identify, calculate and communicate the value proposition of the ICI platform, aligning to the business challenges both in a qualitative and quantitative perspective. 

Communication Proficiency: Excellent communication and interpersonal skills to effectively convey complex industry concepts, both interna