Icertis, the leading enterprise contract management platform in the cloud, solves the hardest contract management problems on the easiest to use platform. With Icertis, companies accelerate their business by increasing contract velocity, protect against risk by ensuring regulatory and policy compliance, and optimize their commercial relationships by maximizing revenue and reducing costs. The AI-infused Icertis Contract Management (ICM) platform is used by companies like 3M, Airbus, Cognizant, Daimler, Microsoft and Roche to manage 5.7 million contracts in 40+ languages across 90+ countries. 

Senior Director, Customer Advocacy – Strategic Accounts role is responsible for managing and establishing Icertis footprint in the largest and most strategic customers for Icertis. The individual will have primary responsibility for driving sales, execution of the strategic account plan and revenue growth while aligning Icertis resources to meet customer business objectives. The ideal candidate is one with breadth and depth of account management experience working with large & complex customers, technical acumen and a consultative sales approach to drive adoption of enterprise software at multiple levels. A successful candidate has customer obsession while consistently meeting and exceeding long-term business and revenue targets. 

Responsibilities:

• Sets the global account strategy that drives new revenue through the ownership and implementation of an actionable, business-outcome based account plan
• Closely work with customers understanding their key business priorities; and drive longer term strategic vision & opportunities for upsell / cross-sell to grow wallet share & revenue
• Advise customers regularly on Icertis solutions, grow usage and set the path for successful adoption leading to further value creation for Icertis largest customers
• Develop and/or expand relationships with other groups & functions within customer base across multiple lines of business
• Ensure customer expectations and obligations are fulfilled and Customer is a net promoter of Icertis
• Acts as the leader of the extended internal teams; work closely with Professional Services, Customer Support, Product Management, etc to review customer issues, challenges, and success factors
• Maintains trusted advisor status with the customer establishing trust; Responsible for overall customer satisfaction
• Reporting to General Manager – Customer Advocacy

Requirements:

• 12+ years of successful enterprise software sales or account management experience in SaaS products or IT Services company with increasing levels of responsibility
• MUST HAVE prior experience in handling large strategic accounts (minimum 5 years), building strong relationships and managing client expectations at CxO levels
• Job Location: Seattle (preferred) and West Coast
• Technical bent of mind and a “consultative” sales approach who has been associated with implementation of Enterprise software
• Ability to identify, create & nurture new sales opportunities and manage complex sales cycle is a key requirement for this role

Key Competencies:

• Consultative: Ability to identify the customer's pain points and needs; then suggest solutions to satisfy those needs
• Business Acumen: Ability to quickly understand the customer’s business, organization and value drivers
• Executive Presence: Possesses ability to develop executive level (CxO) relationships and present Icertis value proposition to C-level executives
• Challenger: Able to push the customer's thinking through a value-centric conversation; educating them on newer ways Icertis solutions can provide benefits to them
• Innovative and adaptive: Adapts communication and influencing styles to suit different audiences and capable of introducing new ideas and methods internally and to the customer
• Excellent communication, negotiations and strategic thinking skills
• Bachelor’s degree in engineering or equivalent experience with a keen business sense is required

Icertis is not open to 3rd party solicitation or resumes for our posted FTE positions. Resumes received from 3rd party agencies that are unsolicited will be considered complimentary.

Icertis, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, 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.