[Hiring] Director - Enterprise Sales Nordics @Icertis

Join Icertis as a Remote Director of Enterprise Sales in the Nordics - Sweden

📅 Date Posted: June 11, 2024

🔍 Position Location: Remote (Sweden)

About Icertis

At Icertis, we redefine the contract lifecycle management (CLM) landscape with our unmatched technology and innovative solutions. Our AI-powered Icertis Contract Intelligence (ICI) platform transforms contracts from static documents into strategic assets, helping organizations operate more efficiently. Trusted by the world's most iconic brands and disruptive innovators, our platform manages over 10 million contracts worth more than $1 trillion across 93 countries and 40+ languages.

Who We Are

Icertis is the go-to contract intelligence platform for organizations aiming to stay ahead. Our commitment to delivering exceptional contract intelligence solutions is rooted in our core values—Fairness, Openness, Respect, Teamwork, and Execution (FORTE). These principles guide our interactions with employees, customers, partners, and stakeholders, ensuring our journey is as impactful as the destination.

Position Summary

As a Director of Enterprise Sales at Icertis, you will join our New Logo sales team, focusing on signing new deals with customers in areas where Icertis currently has no footprint. This role is pivotal in driving ICI sales by identifying potential customers' business needs and showcasing relevant use cases to highlight the platform's value. You will manage complex sales cycles targeting executives and economic influencers, guiding them from initial engagement to successful deal closure. This role does not involve people management responsibilities.

Key Responsibilities

• Identify Customer Pain Points: Understand issues across Legal, Procurement/Sourcing, and Sales processes.
• Value Proposition: Articulate how Icertis solutions meet specific regulatory and compliance requirements.
• Financial and Strategic Benefits: Clearly communicate the advantages of Icertis solutions.
• Strategic Planning: Coordinate with internal teams, including inside sales, technical presales, partner sales, executives, and delivery teams.
• Account-Based Techniques: Implement account-based sales and marketing strategies to build pipelines.
• Stakeholder Engagement: Cultivate relationships to influence economic, technical, and user buyers.
• Customer Understanding: Demonstrate deep understanding of customer needs during discussions.
• C-Level Interaction: Manage relationships with C-level contacts, ensuring seamless proposal creation, pricing strategies, and deal negotiations.
• Salesforce Updates: Maintain accurate and up-to-date information on deals in Salesforce.
• Persuasive Presentations: Deliver compelling presentations to inspire action.
• Business Needs Alignment: Redefine customer needs to align with ICI, positioning Icertis as the preferred vendor solution.

Required Qualifications

• Enterprise Software Sales Success: Proven track record in closing large enterprise deals.
• Language Proficiency: Fluency in both English and Swedish.
• Business Drivers Understanding: Ability to understand and apply customer and industry business drivers to sales opportunities.
• Communication Skills: Strong written and oral communication abilities.
• Experience in Selling to Enterprise Accounts: Demonstrated history of managing business pipelines and forecasting revenue.
• Quota Achievement: Consistent record of exceeding sales quotas for enterprise solutions.
• Strategic and Negotiation Skills: Exceptional strategic thinking and negotiation abilities.
• Partnership Coordination: Experience coordinating sales with partners like SAP, Microsoft, and Salesforce, and managing relationships with GSIs like Accenture, PwC, and Deloitte.

What We Offer

At Icertis, we prioritize the well-being of our employees, their families, our communities, and customers through our "Four Rings of Responsibility": Take Care of Self, Take Care of Family, Take Care of Community, and Take Care of Business. We are committed to accommodating your needs throughout the candidate journey. Please let us know if you require any adjustments or have specific pron