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Director - Enterprise Sales

Icertis, Sydney, New South Wales

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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 Sanofi to manage 6.5 million contracts in 40+ languages across 90+ countries.

An Enterprise Sales Sr.Director at Icertis is passionate about driving contract lifecycle management sales by rigorously discovering potential customer’s business problems and sharing appropriate use cases to articulate value and potential solutions.  The director owns managing a complex sales cycle, selling our Icertis platform not just a product, targeting executives and economic influencers spanning multiple domains from inception to deal close.

Responsibilities:

  • Identifies customer pain points and astutely reads the triggers and underlying needs of each unique client.  Furthermore clarifies understanding by asking for examples, illustrations and anecdotes.
  • Clarifies the financial and strategic benefits provided by Icertis solutions.
  • Expertly coordinate and leverage internal relationships and resources including but not limited to inside sales, technical presales, partner sales, executives and delivery teams.
  • Develops a network of deal stakeholders to assist in identifying and persuading economic, technical or user buying influencers.
  • Demonstrates a deep understanding of the customers needs during conversations with economic influencers.
  • Directs the customer interfacing relationship with C-level contacts, crafting the proposal, pricing and negotiating the deal to completion.
  • Regularly updates Salesforce with pertinent deal information.
  • Pursues and cultivates leads to generate new opportunities.
  • Delivers insightful and persuasive presentations that articulate the value of the Icertis platform and mobilizes audience to take action.
  • Appropriately challenges and reframes customer business problems to align with our CLM solutions, keeping us as the top preferred vendor solution.
  • Regularly assess assigned territory and effectively develop and manage a strategy to maximize selling results.

Skills and Qualifications:

  • 15 years of overall experience with at least 10 years of strong and relevant enterprise sales selling experience in ERP/CRM / CLM / Procurement space.
  • Ability to understand customer and industry business drivers and how that applies to the management of sales opportunities. 
  • Experience in closing large enterprise software sales opportunities.
  • Ability to deliver clear, accurate and concise written and oral communications.
  • Experience selling into enterprise accounts and managing business pipeline and revenue forecasts.
  • Track record of exceeding quota year over year for large enterprise software solutions.
  • Excellent strategic thinking and negotiation skills.
  • Bachelor degree in business or equivalent experience.

Our Ideal Candidate…

  • Works cooperatively and interdependently with others in pursuit of shared goals.
  • Takes a long-term perspective when approaching problems and opportunities.
  • Is passionate and delights the customer with a thousand actions.
  • Seeks to understand before sharing own knowledge and perspective.
  • Responds effectively to surprises and challenges with poise and confidence while learning from the experience.
  • Maintains focus on solutions and finds alternative approaches as needed.
  • Competitive and focuses on results; works relentlessly to achieve personal and organisational goals and objectives
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.

About Icertis

Icertis is the leading provider of contract lifecycle management in the cloud. Icertis Contract Management (ICM) is an innovative, easy-to-use platform that is highly configurable and continually adapts to complex business needs. Today, ICM is used to manage 2.5+ million contracts, by 750,000+ users, in 90+ countries and 40+ languages. With its intelligent workflow and built-in analytics, ICM provides ongoing contractual insights and best-of-breed contract management. ICM enables customers to increase compliance, improve governance, mitigate risk and enhance user productivity, thereby maximizing ROI and accelerating time to value across the global enterprise. Vision: Transform the Foundation of Commerce Mission: Be the Contract Management Platform of the World Values: Fairness, Openness, Respect, Teamwork, Execution

Icertis

Want to learn more about Icertis? Visit Icertis's website.