Director, Account Management

As the Director, Account Management at Icertis, you will be responsible for driving contract lifecycle management sales by understanding potential customers" business problems and presenting suitable use cases to demonstrate value and potential solutions. Your role will involve managing a complex sales cycle, focusing on selling the Icertis platform as a comprehensive solution to executives and economic influencers across various domains from the initial stage to deal closure. Key Responsibilities: - Identify customer pain points and discern triggers and underlying needs through examples, illustrations, and anecdotes. - Communicate the financial and strategic benefits of Icertis solutions effectively. - Coordinate internal relationships and resources, such as inside sales, technical presales, partner sales, executives, and delivery teams. - Develop a network of deal stakeholders to influence economic, technical, and user buying decisions. - Demonstrate a profound understanding of customer needs during interactions with economic influencers. - Manage customer relationships with C-level contacts, handle proposal crafting, pricing, and deal negotiation. - Update Salesforce regularly with relevant deal information. - Pursue and nurture leads to create new opportunities. - Deliver compelling presentations that emphasize the value of the Icertis platform and motivate action. - Challenge and reframe customer business issues to align with CLM solutions, positioning us as the preferred vendor. - Assess assigned territory consistently, develop an effective strategy, and maximize selling results. Qualifications: - 8-12 years of successful experience in enterprise software sales. - Ability to comprehend customer and industry business drivers for managing sales opportunities. - Proven track record in closing large enterprise software sales. - Proficient in delivering clear, accurate, and concise written and oral communications. - Experience in selling to enterprise accounts, managing business pipelines, and forecasting revenue. - Demonstrated history of exceeding quota annually for large enterprise software solutions. - Strong strategic thinking and negotiation skills. - Collaborative mindset towards achieving shared goals. - Takes a long-term approach to problem-solving and opportunities. - Passionate about customer satisfaction and engagement. - Bachelor's degree in business or equivalent experience.,