Icertis, the leading provider of enterprise contract management in the cloud, solves the hardest contract management problems on the easiest to use platform. Icertis helps companies transform their commercial foundation increasing sales velocity, reducing costs, mitigating risk and improving compliance.Responsibilities:Identify customer pain points and astutely read the triggers and underlying needs of each unique client. Furthermore, clarify understanding by asking for examples, illustrations and anecdotes.Clarify the financial and strategic benefits provided by Icertis solutions.Expertly coordinate and leverage internal relationships and resources including but not limited to inside sales, technical presales, partner sales, executives, and delivery teams.Manage account-based Sales and Marketing techniques to increase pipeline.Develop a network of deal stakeholders to assist in identifying and persuading economic, technical or user buying influencers.Demonstrate a deep understanding of the customers’ needs during conversations with economic influencers.Direct the customer interfacing relationship with C-level contacts, crafting the proposal, pricing, and negotiating the deal to completion.Regularly update Salesforce with pertinent deal information.Pursue and cultivate leads to generate new opportunities.Deliver insightful and persuasive presentations that articulate the value of the Icertis platform and mobilize audiences to take action.Appropriately challenge and re-frame customer business problems to align with our CLM solutions, keeping us as the top preferred vendor solution.Regularly assess assigned territory and effectively develop and manage a strategy to maximize selling results.

Responsible for the Account Management of Civilian Public Sector Account base., while partnering with internal and external partners to develop multi-disciplinary account plans, expanding, and maximizing revenue objectives. Leveraged an understanding of the organization’s financial services to ease the stress of reduced budgets, allowing for flexible spending and customizable payment plans for various IT requirements.Utilized strategic communication to manage client expectations, ensuring deliverables are rendered on time, according to end user expectations. Instrumental in leading the alleviation of capital constraint through offering flexible base plus option year payment models while leveraging Prime IDIQ, GWAC and BPA contracts (NASA SEWP, CIO-CS, GSA, CIO-SP3, VETS-2). Completed outgoing calls to leads provided by internal partners and business development tools to schedule 5-10 qualified new account meetings per week.Partnered with the marketing team to develop customer touches to enhance connect rate with prospects while following-up on existing technology contracts and pending purchases.Responsible for responding and managing technical and pricing proposals in response to solicitations and RFI requests.

Responsible for the business development and capture of large strategic Civilian / DOD programs, partnered with Federal Systems Integrators and developing alliances with ISV and CSP companies and Federal agencies within the US public sector. Drove enterprise solution selling to include content storage, big data analytics platforms, XaaS, cloud and cloud onramp technologies.Established working relationships within white space accounts with global Integrators to pursue sales opportunities.Provided leadership in getting Hitachi Vantara core products evaluated and considered, supporting new business by driving outbound sales campaigns to federal agencies.Built and maintained trust-based relationships with key stakeholders providing strategic and useful insight, managing challenging customers and creating innovative solutions for customer problems.

Managed teams of sales professionals providing leadership to strengthen performance and productivity in winning new business, fostered and nurtured a high energy, performance driven culture. Created and delivered partnership development plans with key decision makers, maintained strong relationships with partners at all levels to recruit new technology collaboration. Provided accurate team forecasts to senior leaders while developing sales strategies, goals, and objectives. Instrumental in partnering with internal and external clients to create and manage successful sales campaigns.Successful in developing iGov Cyber Security capabilities via Cyber Security partner outreach Developed equitable, competitive sales incentive plans, provided timely and accurate business forecasts to C-Level executives.Worked with Federal Schedules to include DHS First Source II, NASA SEWP V, CIO-CS, SPAWAR C2 MAC, GS

Generated new business in existing accounts and in new markets, as well as playing a key role in driving strategic, enterprise-wide, revenue growth and expansion. Oversaw integrated programs to leverage a combination of solutions to create a unique customer experience.Collaborated with and provided guidance to Inside Sales Representatives, oversaw account executive support, solicitation responses, quotes, performance forecasts and sales development efforts for the U.S. Navy, US Army and Department of Homeland Security (DHS). Partnered with sales counterparts and government representatives, liaising directly with federal customers in addressing IT enterprise initiatives. Developed technical solutions to resolve customer needs and concerns by partnering with IT community and subject matter experts.Recognized as a top performer, achieved revenue and gross profit targets by forging and maintaining strategic customer relationships.

Reporting to the Director Sales, supported national and international sales for public sector / federal government. Specialized in managing and developing West Coast Army accounts, meeting with current and prospective clients in establishing and sustaining relationships. Formulated customized quotes in response to inquiries and solicitations. Charged with increasing revenues and closing deals