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Director, Customer Advocacy and Growth

2 months ago

Sydney, New South Wales, Australia Icertis Full time

About the Role:

The Director, Customer Advocacy and Growth is responsible for driving sales from existing accounts for Icertis Contract Management. This role acts as an extension of the Customer, being a proactive evangelist within Icertis and the Customer to accomplish defined objectives (adoption/usage, KPIs, product expansion).

Key Responsibilities:

  • Drive more revenue from existing accounts by upselling and cross-selling.
  • Develop and/or expand relationships within the customer base.
  • Ensure customer expectations and obligations are fulfilled and the Customer is a net promoter of Icertis.
  • Work closely with internal teams: Professional Services, Engineering, etc. to review customer issues, challenges, and success factors.
  • Work closely with customer and product management to understand new requirements and upcoming product releases.
  • Understand the needs, requirements, and/or pain points of the Customer and propose potential solutions.
  • Responsible for overall customer satisfaction for assigned accounts in the Australia region.
  • Work closely with existing customers to drive their contract renewal.

Requirements:

  • 12+ years of successful enterprise software sales or account management experience.
  • Sales aptitude, relationship building skills, technical bent of mind, and a consultative sales approach who has been associated with the implementation of Enterprise software in a SaaS company.
  • Ability to identify and create new sales opportunities and manage complex sales cycles.
  • Must have knowledge on relating customer business problems and align solutions by understanding the product landscape.
  • Ability to drive multiple priorities and handle customer escalations by being the customer partner.
  • Must have experience on SaaS product and related services sales cycle for cross-sell and upsell.
  • Must have experience with SaaS product or preferably CLM.
  • Experience in managing large Fortune 500 engagements.
  • Ability to develop executive-level (C-level) relationships and lead strategic initiatives with customers and present Icertis' value proposition to C-level executives.
  • Experience in managing enterprise accounts, generating pipeline to grow wallet share at customers, and revenue forecasts.
  • Excellent communication, negotiations, and strategic thinking skills.
  • Bachelor's degree in engineering or equivalent experience with a keen business sense is required.