Sales Director, Account Expansion (Technology, Media & Telecom)

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 Sales Director – Account Expansion is responsible for driving sales from existing Commercial accounts for Icertis Contract Management. This Sales Director 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 skills including new-business sales, relationship management skills, strong technical acumen, and a consultative approach to sales who has been associated with the implementation of enterprise-level software in a company operating in the SaaS industry. This position focuses on the Health & Life Sciences and Financial Services verticals. Location: Remote position based in the US

Responsibilities

• Drive more revenue from existing accounts by upselling existing users and cross-selling new groups/divisions.
• Develop and/or expand relationships within the customer base at all levels from individual contributors to C-Suite.
• Ensure customer expectations and obligations are fulfilled and the 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 customers 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.

Requirements

• 10+ years of successful enterprise software sales or account management experience, at least 5 of which are in a SaaS selling environment.
• CLM or ERP experience is a strong preference.
• TMT Industry experience strong preference
• Must have sales skills, relationship management skills, and a consultative sales approach. Experience with Miller Heiman or other solution-selling methodology a plus.
• Ability to identify and create new sales opportunities and manage complex sales cycles.
• Experience in managing large Fortune 500 engagements.
• Ability to develop executive-level (C-Level) relationships and lead strategic initiatives with customers, 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, negotiation, and strategic thinking skills.

What a successful candidate would also bring

• Successfully increased revenue from existing accounts by implementing up-selling and cross-selling strategies.
• Developed and maintained strong relationships with customers at all levels, resulting in increased customer satisfaction and loyalty.
• Collaborated with internal teams to address customer issues, challenges, and success factors, leading to improved overall customer experience.

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 of the other reasons Icertis Places First in Washington’s 100 Best Companies to Work For | Icertis ●       Equity (R