Short Description

The Director of Account Management at Icertis is passionate about driving revenue growth by owning strategic customer relationships. This role combines account management, customer expansion, and new sales growth, rigorously identifying customer business problems, expanding into new opportunities, and articulating value through relevant use cases and solutions. The Director manages complex sales cycles, selling the Icertis platform as a strategic solution, targeting executives and economic influencers from opportunity identification through deal close and post-sale growth.

Responsibilities

- Own and grow a portfolio of strategic enterprise accounts, serving as the primary point of contact for executive stakeholders and ensuring long-term customer success, retention, and expansion.

- Identify customer pain points and proactively uncover new growth opportunities within existing accounts, including upsell, cross-sell, and incremental new business.

- Develop and execute account growth plans that align customer business objectives with Icertis solutions, driving increased adoption, and revenue expansion.

- Rigorously discover customer needs by asking for examples, illustrations, and anecdotes, and translate these into actionable sales and growth strategies.

- Clearly articulate the financial, operational, and strategic benefits of Icertis solutions to both existing and prospective customers.

- Manage complex new sales opportunities within assigned accounts and territory, from qualification through proposal, pricing, negotiation, and close.

- Direct senior-level customer relationships, engaging C-level and VP stakeholders to influence buying decisions and position Icertis as a trusted long-term partner.

- Build and maintain a strong network of deal stakeholders to identify and persuade economic, technical, and user buying influencers across accounts.

- Expertly coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, customer success, and delivery teams, to drive account outcomes.

- Deliver insightful and persuasive presentations that communicate the value of the Icertis platform and mobilize stakeholders to take action.

- Appropriately challenge and reframe customer business problems to align with Icertis CLM solutions, reinforcing Icertis as the preferred vendor.

- Regularly assess assigned accounts and territory, developing and executing strategies to maximize retention, expansion, and net-new revenue.

- Maintain accurate pipeline management, forecasting, and account updates in Salesforce, ensuring visibility across renewals, expansions, and new opportunities.

- Pursue and cultivate new leads within named accounts and territory to continuously generate and progress growth opportunities.

Qualifications

- 10-12 years of successful experience in enterprise software sales and/or strategic account management.

- Proven ability to grow revenue through account expansion, upsell, cross-sell, and new logo acquisition.

- Experience closing large, complex enterprise software deals with senior executive stakeholders.

- Strong understanding of customer and industry business drivers and how they translate into account growth strategies.

- Demonstrated success managing enterprise pipelines, forecasts, and long-term account plans.

- Consistent track record of exceeding quota year over year for large enterprise software solutions.

- Excellent written, verbal, strategic thinking, and negotiation skills.

- Ability to work collaboratively across cross-functional teams to achieve shared goals.

- Takes a long-term, relationship-driven approach to customer engagement and problem solving.

- Passionate about customer success and delivering exceptional experiences.

- Competitive, results-oriented, and resilient in navigating complex sales environments.