Director - Account Management (Solex Growth) - Sales

Responsibilities

• Own and grow a portfolio of strategic enterprise accounts, serving as the primary point of contact for executive stakeholders and ensuring long-term customer success, retention, and expansion.
• Identify customer pain points and proactively uncover new growth opportunities within existing accounts, including upsell, cross-sell, and incremental new business.
• Develop and execute account growth plans that align customer business objectives with Icertis solutions, driving increased adoption, and revenue expansion.
• Rigorously discover customer needs by asking for examples, illustrations, and anecdotes, and translate these into actionable sales and growth strategies.
• Clearly articulate the financial, operational, and strategic benefits of Icertis solutions to both existing and prospective customers.
• Manage complex new sales opportunities within assigned accounts and territory, from qualification through proposal, pricing, negotiation, and close.
• Direct senior-level customer relationships, engaging C-level and VP stakeholders to influence buying decisions and position Icertis as a trusted long-term partner.
• Build and maintain a strong network of deal stakeholders to identify and persuade economic, technical, and user buying influencers across accounts.
• Expertly coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, customer success, and delivery teams, to drive account outcomes.
• Deliver insightful and persuasive presentations that communicate the value of the Icertis platform and mobilize stakeholders to take action.
• Appropriately challenge and reframe customer business problems to align with Icertis CLM solutions, reinforcing Icertis as the preferred vendor.
• Regularly assess assigned accounts and territory, developing and executing strategies to maximize retention, expansion, and net-new revenue.
• Maintain accurate pipeline management, forecasting, and account updates in Salesforce, ensuring visibility across renewals, expansions, and new opportunities.
• Pursue and cultivate new leads within named accounts and territory to continuously generate and progress growth opportunities.

Qualifications

• 812 years of successful experience in enterprise software sales and/or strategic account management.
• Proven ability to grow revenue through account expansion, upsell, cross-sell, and new logo acquisition.
• Experience closing large, complex enterprise software deals with senior executive stakeholders.
• Strong understanding of customer and industry business drivers and how they translate into account growth strategies.
• Demonstrated success managing enterprise pipelines, forecasts, and long-term account plans.
• Consistent track record of exceeding quota year over year for large enterprise software solutions.
• Excellent written, verbal, strategic thinking, and negotiation skills.
• Ability to work collaboratively across cross-functional teams to achieve shared goals.
• Takes a long-term, relationship-driven approach to customer engagement and problem solving.
• Passionate about customer success and delivering exceptional experiences.
• Competitive, results-oriented, and resilient in navigating complex sales environments.
• Bachelor's degree in business or equivalent experience.