Job details

Vice President, Customer Advocacy - Industrial

With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs. Today, the world’s most iconic brands and disruptive innovators trust Icertis to fully realize the intent of their combined 10 million contracts worth more than $1 trillion, in 40+ languages and 93 countries.

Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destination

The Vice President (VP), Customer Advocacy - Industrial is accountable for retaining and increasing revenue within an existing customer base. This VP will exemplify the customer-centric focus of Icertis, by leading a team that will serve as extensions of our customers. Working with a separate, dedicated Customer Success Management team, this VP’s team will be proactive evangelists for the customer to accomplish defined objectives (adoption/usage, KPI’s, product expansion). The ideal candidate is one who is a strong people leader, who intuitively demonstrates active listening, incredibly responsive, detailed follow-though and with a growth organization is flexibly and agile.

What you and the team you lead will do:

Develop and execute a customer expansion plan for optimal customer revenue growth.
Provide coaching and feedback to team, and across the organization to deliver ever increasing results.
Develop and/or expand relationships within customer base.
Ensure customer expectations and obligations are fulfilled and Customer is a net promoter of Icertis and customer stories.
Work closely with customer and product management to understand new requirements and upcoming product releases.
Understand needs, requirements and/or pain points of the Customer and propose potential solutions.
Provide leadership to corporate, business and/or regional management regarding the execution of business strategies.
Work effectively with sales teams and executives around accounts.
Develop data-driven analyses to optimize resources and ensure that business plans can be translated into financial value.
Work closely with internal teams: Professional Services, Customer Success Managers, Customer Support, Partner Success Team, Product Engineering, etc. to review customer issues, challenges, and success factors.
Inspire the direct and extended team through proper translation of corporate messaging.
Provide competitive intelligence for use in strategic analysis and positioning of company product offerings.
Provide strategic direction and tactical insights to improve customer retention, growth and satisfaction.
Manage the forecast to ensure accurate data is provided to executive team.
Work to maintain on-going communication and provide excellent customer relationships.
Represent the company at Trade Shows as requested, to promote product lines and business applications.
In an environment that is open, direct, team and results oriented, the VP, Customer Advocacy will contribute to overall business strategy by recruiting and developing world-class sales and field marketing leaders, communicating frequently, truthfully, candidly, and openly; effective listener, demonstrating through action a performance driven mentality, demanding accountability from themselves and others and motivating others and recognizing and rewarding effective behaviors and accomplishments of others.

What you will bring:

The VP, Customer Advocacy will be an experienced sales leader with tremendous drive, intelligence and capability. This leader 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 considers new approaches and developments that occur in the market.
A minimum of 10 years of sales and sales management experience in enterprise business application software.
An undergraduate degree is required. An advanced degree, ideally an MBA, is highly desirable.
Must possess excellent management skills to grown and manage an international customer advocacy team.
Must have sales aptitude, relationship building skills, technical prowess, a consultative sales approach and experience selling Enterprise business application software in a SaaS company.
Demonstrate record of success exponentially expanding a book of business in a short period of time.
Ability to identify and create new sales opportunities and manage complex sales cycle.
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, have a global mind-set, and knowledge of foreign protocol and industry.
Must possess executive presence and the ability to liaise with C-level executives.
Ability to prioritize company objectives and meet aggressive deadlines, outstanding team leadership, team development and communication skills.

Plus target incentive (OTE 70/30)

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package.

What we offer:

We are committed to the health and well-being of all Icertians, their families, the communities they live in, and our customers. This commitment is represented in the Icertis “Four Rings of Responsibility”: Take Care of Self, Take Care of Family, Take Care of Community, and Take Care of Business, in that order.

To support these commitments, Icertis offers excellent health and welfare benefits, a generous 401k match, and a robust paid time off program. Here are some of the other reasons we’ve been named a Top Company to Work for by Seattle Business Magazine for the fifth year in a row!

Equity (RSUs) and shared ownership in the company
Flexible work location (role dependent)
Paid maternity and paternity leave
7 Days for Humanity in 2023 – paid volunteer days
Generous holidays including the 4th of July week off – paid
Extensive remote onboarding program and virtual employee engagement events

This specific role might not be for you, but maybe you have a friend who would be a perfect fit. Please forward this opportunity to anyone who wants to help Transform the Foundation of Commerce!

Icertis, Inc. provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, gender identity or expression, sex, 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. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to careers@icertis.com or get in touch with your recruiter.

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Icertis is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.