Vice President - Sales

Icertis is the leading provider of enterprise contract management in the cloud. The Icertis Contract Management (ICM) platform is an innovative, easy-to-use platform that is highly configurable and continually adapts to complex business needs. It has been acknowledged as the leading solution in the category by Gartner, Forrester, Spend Matters, and several other analyst firms. Icertis was also recently named the 2018 Microsoft US Partner of the Year across all categories.

The ICM platform is used in 90 countries around the globe, and we have offices in Seattle, WA; San Jose, CA; Edison, NJ; Stuttgart and Frankfurt, Germany; Paris, France; London, UK; Zurich, Switzerland; Sofia, Bulgaria and Pune, India. We will be opening offices in Singapore and Sydney, Australia later in 2018.

Today, the ICM platform is used to manage 5+ million contracts, by 2+ million subscribers, in 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. For more information, visit www.icertis.com.

The Vice President, Sales (central) is a key leadership role that is responsible for building and managing the Companys revenue (software & services) and leading a team of sales professionals located in central section of the United States to successfully deliver on their respective sales goals. In this role, you will report to our Chief Sales Officer and work closely with the Sales peers and organization, Marketing, Business Development and Products teams to develop and implement specific strategic plans to achieve or exceed revenue targets throughout the assigned territory. The ideal candidate is one who is a strong people leader, intuitively demonstrates active listening, is incredibly responsive, detailed follow-though and with a growth organization is flexibly and agile, with a proven track record of team leadership, growth and outcomes.
  • Recruit, coach, mentor, manage and lead a world class team of sales professionals in a geographic region to achieve quarterly and yearly sales targets.
  • Execute and maintain a consistent and effective sales strategy.
  • Interface and interact with internal stakeholders to reinforce consistency in sales vision.
  • Collaborate with Marketing and Business Development teams to gain access to target customers.
  • Coach sales professionals to penetrate accounts, captivate decision makers, and overcome selling obstacles.
  • Assist sales professionals in discovering new sales opportunities within each geographic region.
  • Cultivate and grow relationships with senior business leaders, General Counsel, Chief Procurement Officer and CFOs that will lead to sales opportunities and new business.
  • Proactively create and maintain positive and mutually profitable customer relations to help ensure ongoing customer satisfaction and customer renewals.
  • Ensure that Sales department operations function smoothly, with the goal of facilitating smoothly executed sales; operational responsibilities include accurate pipeline reporting and quarterly sales forecasts.
  • Inspire the direct and extended team through proper translation of corporate messaging.
  • Demonstrate ability to transition from small company to large company, whether private or publicly run.
  • Participate in general product strategy.
  • Demonstrate leadership that promotes and exemplifies the highest standards in teamwork, personal accountability and mutual support to the Partner.
  • Must have sales aptitude, relationship building skills, technical bent of mind and a consultative sales approach.
  • Demonstrate record of success in a goal oriented, highly accountable, customer centric environment.
  • Identify and create new sales opportunities and manage complex sales cycle.
  • Negotiate and resolve contract issues.
  • The Vice President, Sales will be a seasoned executive with tremendous drive, intelligence and capability. She/he will be highly motivated and have the ability and desire to have an impact on the future of Icertis. The successful candidate will be a multi-dimensional thinker who operates not only based on important past experiences, but considering new approaches and developments that occur in the market. Additional personal and professional attributes include:
  • A minimum of 10 years of executive sales management experience in enterprise software.
  • Past sales leadership experience should be with market leading companies that dominated their segment.
  • Knowledge and experience in managing a highly complex technology sales process is essential.
  • Experience in managing enterprise accounts, and growing talent to grow wallet share at customers.
  • Executive level strategy, communication, execution and presentation skills are required. Must be highly responsive and organized, detail oriented, strong listener, patient, customer oriented, analytical, strategic, mature and have a global mind-set.
  • Must possess executive presence and the ability to liaise with media and C suite.
  • Ability to prioritize company objectives and meet aggressive deadlines; outstanding team leadership, team development and communication skills.
  • People Leadership: the new Vice President, Sales will contribute to overall business strategy by:
  • Recruiting and developing world-class sales hunters
  • Communicating frequently, truthfully, candidly, and openly; effective listener.
  • Demonstrating through action a performance driven mentality, demanding accountability from themselves and others.
  • Motivating others and recognizing and rewarding effective behaviors and accomplishments of others.
  • Leading by the company values of FORTE (Fairness, Openness, Respect, Teamwork, Execution).

  • An undergraduate degree is required. An advanced degree, ideally an MBA, is highly desirable.
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.

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