Enterprise Sales Director

2 weeks ago

London, Greater London, United Kingdom Icertis Full time

About the Role:

As an Enterprise Sales Director at Icertis, you will be responsible for driving sales growth by uncovering potential customers' business needs and showcasing the value of our innovative solutions. You will navigate complex sales cycles, positioning our Icertis platform as a comprehensive solution to executive and economic influencers across various sectors.

Key Responsibilities:

  • Own the full sales cycle for new business customers, from targeted outreach to inbound qualification, discovery, value selling, and closing.
  • Identify and address customer pain points related to Legal, Procurement/Sourcing, and Sales processes.
  • Demonstrate how Icertis solutions meet specific regulatory and compliance requirements.
  • Communicate the financial and strategic benefits of our solutions clearly and persuasively.
  • Strategically coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, and delivery teams.
  • Utilize account-based Sales and Marketing techniques to strengthen the sales pipeline.
  • Build and maintain a network of stakeholders, identifying key economic, technical, and user influencers in deals.
  • Maintain strong customer relationships at the C-level, managing proposal creation, pricing strategies, and deal negotiations to closure.
  • See data as a strategic asset and maintain strong CRM hygiene throughout the sales process.
  • Deliver compelling presentations that highlight the value of the Icertis platform and motivate action.

Requirements:

  • A hunter's mentality with a consistent track record of achieving or exceeding sales quotas of over $1m ARR annually.
  • Experience orchestrating complex direct and indirect sales cycles involving multiple technical and business stakeholders.
  • Proven strategic pursuit skills and comfort with targeted prospecting.
  • A strong understanding of customer and industry business drivers, applying this knowledge to manage sales opportunities effectively.
  • Experience managing complex sales cycles and closing large enterprise software sales.
  • Business acumen with experience in MEDDICC and/or Challenger sales methodologies, coupled with the discipline to follow a proven sales process from start to finish.
  • Organizational, presentation, and interpersonal skills.
  • Extensive background in selling to enterprise accounts, managing business pipelines, and revenue forecasting.
  • Strategic thinking and negotiation skills.
  • Experience working with strategic partners like SAP and Microsoft, and managing relationships with GSIs such as Accenture, PwC, and Deloitte.
  • Desirable experience in selling to C-Level Legal, Procurement, and Sourcing stakeholders.
  • A flexible, coachable, intellectually curious, accountable, and collaborative mindset.

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