Senior Director - New Sales
November 21
Description
• Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives. • Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider. • Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results. • Build, nurture and maintain strong relationships with C-level executives, ensuring alignment with key decision-makers to expedite deal closure. • Collaborate with marketing, lead-gen, presales, technical advisors, and other internal teams to develop and execute solution strategies for prospective clients. • Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources. • Deliver crisp, compelling narratives that articulate the financial and strategic value of Icertis’s platform to address business opportunities, leading with insight rather than product features. • Understand the customer’s current business opportunities while anticipating future needs, providing big-picture, strategic thinking that positions Icertis for long-term success. • Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence. • Confidently question customer thinking to reframe business problems and position Icertis’s CLM solutions as the preferred choice. • Bring passion, drive, and an entrepreneurial spirit to generate new opportunities, close deals, and exceed sales targets. • Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management.
Requirements
• 10+ years of enterprise software sales experience, with consistent, sustained performance. • Preferred experience in selling Enterprise SaaS, domain experience in CLM, ERP, or BSM is desirable. • Deep understanding of key customer opportunities and industry-specific business drivers. • A successful track record of closing multiple large enterprise software sales, consistently exceeding $1m ARR quotas. • Excellent communication skills, both written and oral. • Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes. • Experience inspiring cross-functional teams, including Solutions Advisory, value engineers and industry advisors to develop tailored solutions that drive long-term customer success. • Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives. • Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress. • Exceptional communication and presentation skills, with a track record of delivering impactful presentations to senior audiences. • Developed and executed strategic sales plans to generate new opportunities. • Bachelor’s degree in business or related field or equivalent work experience. • A proven strategic thinker who can question customers, reframe problems, and deliver solutions that align with Icertis’s value proposition. • A leader with hustle and energy, who thrives in a high-performance environment and is passionate about building relationships and closing deals. • Someone with a customer-first mindset who engages deeply with clients to understand their needs and deliver solutions that drive impactful business results. • Strong territory management skills with a focus on maximizing market penetration and delivering consistent results.
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