Sr Director, Account Management - Microsoft

We are seeking a dynamic and visionary Sr Director of Account Management to lead the Microsoft account at Icertis. Reporting to the Vice President, Microsoft Global Alliance, you will drive Icertis global sales to Microsoft and spearhead our consultative sales approach. This role is also pivotal in providing strategic oversight for all Icertis engagements with Microsoft as a customer, including Customer Success, Professional Services, Marketing, and other key functions.

The ideal candidate will possess a robust strategic mindset and a hunter mentality, coupled with exceptional sales acumen, relationship-building and problem-solving skills, solid technical expertise, a consultative sales approach, and attention to detail in execution. Experience in selling and implementing enterprise software in a SaaS environment is essential. As the Sr Director, you will be instrumental in identifying new expansion opportunities and driving continuous business development across Microsoft’s global organization, including its wholly owned subsidiaries.

• Accelerate Growth: Lead upsell and cross-sell initiatives to drive significant revenue across Microsoft and its subsidiaries.
• Strengthen Relationships: Build and expand strategic connections across Microsoft’s global organization.
• Champion Customer Success: Ensure Microsoft’s satisfaction and advocacy by aligning internal teams to deliver exceptional outcomes.
• Strategic Leadership: Provide oversight across delivery functions - Customer Success, Services, Support, Engineering, and Marketing - to meet Microsoft’s evolving needs.
• Drive Innovation: Collaborate with Microsoft and Icertis product teams to shape roadmap alignment and unlock new sales opportunities.
• Solution-Oriented Engagement: Understand Microsoft’s pain points and deliver tailored, consultative solutions.
• Executive Advocacy: Represent Microsoft’s voice within Icertis, ensuring their priorities are championed internally.

• Experience: 10+ years in enterprise software sales, account management, or business development with a proven track record in SaaS.
• Sales Excellence: Strong strategic selling skills, disciplined execution, and ability to manage complex sales cycles.
• Microsoft Expertise: Deep understanding of Microsoft’s ecosystem, including Azure, AI, and enterprise applications. Prior experience selling to Microsoft is highly preferred.
• SaaS & CLM Knowledge: Familiarity with Contract Lifecycle Management (CLM) and SaaS delivery models.
• Executive Presence: Proven ability to engage and influence C-level stakeholders.
• Cross-Functional Leadership: Experience managing large-scale enterprise engagements across multiple functions.
• Technical Acumen: Ability to partner with technical teams to co-create solutions that drive customer value.
• Education: Bachelor’s degree in business, engineering, or related field, or equivalent relevant experience; MBA preferred.

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Compensation:

OTE: $300,000 to $375,000 (50/50)

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.

Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.