Senior Director, Account Management

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and implement upselling and cross-selling strategies within current accounts.

• Enhance product utilization and boost ARR by showcasing the strategic advantages of Icertis solutions.

• Promote Icertis solutions and utilize internal resources to secure competitive wins.

• Build and sustain relationships with stakeholders ranging from individual contributors to C-level executives.

• Foster customer retention and growth while gaining access to key decision-makers.

• Collaborate with Customer Success, Professional Services, Engineering, Marketing, and Product Management teams.

• Ensure positive customer outcomes, fulfill KPIs, and promote adoption and expansion.

• Comprehend evolving customer business requirements and pinpoint new solution opportunities.

• Lead strategic discussions with customers to align Icertis offerings with their long-term business objectives.

⛳️ Requirements

• 7+ years of experience in enterprise software sales or account management, with at least 5 years in SaaS environments.

• Preferred domain expertise in CLM, ERP, CRM, or BSM.

• Demonstrated success in value-based selling, upselling, and cross-selling leading to revenue growth.

• Highly desirable experience in effectively selling Icertis opportunities and succeeding in competitive scenarios.

• Capability to manage intricate sales cycles and discover new sales opportunities within existing accounts.

• Experience in managing significant engagements with Fortune 500 clients.

• Proven track record in developing executive-level relationships and steering strategic initiatives.

• Proficient in enterprise account management, pipeline generation, revenue forecasting, and achieving growth targets.

• Exceptional skills in communication, negotiation, and strategic thinking.

• Demonstrated ability to enhance revenue through strategic account management.

• Expertise in selling Icertis solutions and effectively leveraging internal resources.

• Experience in cultivating relationships with key stakeholders at all organizational levels.

• Experience in collaborating with cross-functional teams.

• Proven history of creating customer advocates.

🏝️ Benefits

• Annual sales target incentive bonus.

• Equity (RSUs) and shared ownership in the company.

• Comprehensive medical, dental, vision, and mental health benefits.

• Employee Assistance Program (EAP).

• Generous 401(k) match.

• Flexible work environment.

• Paid maternity and paternity leave.

• Generous holiday and PTO program.

• Free professional and leadership coaching.

• Annual personal development allowance.

• Paid time off for the 4th of July week.

• Coaching as a Service (CaaS).

• 7 paid volunteer days each year.

• Global and regional DEIB steering committees and employee resource groups (ERGs).

• Global DEIB training programs and guest speakers throughout the year.