iCert Global

• Lead and own end-to-end pre-sales engagements for enterprise CLM deals, from discovery to proof-of-concept to proposal • Design compelling, tailored solution architectures that address complex procurement, legal, and commercial contracting challenges • Build and deliver executive-level business cases, demonstrating quantifiable ROI of AI-powered contract intelligence • Deliver live demos and POCs of Icertis ICI and its AI Copilot capabilities to audiences ranging from IT teams to CXOs • Articulate Icertis' Generative AI and LLM-based capabilities — including automated clause recommendations, contract risk scoring, and obligation tracking — to both technical and business stakeholders • Position AI-native CLM features competitively, staying ahead of market trends in contract intelligence and legal tech • Guide customers on AI governance, responsible AI adoption, and data privacy considerations in enterprise deployments • Leverage agentic AI frameworks to illustrate how autonomous workflows can transform procurement and contracting operations • Design and present integration architectures connecting ICI with CRM (Salesforce), ERP (SAP, Oracle), and middleware platforms such as Boomi and MuleSoft • Lead technical conversations on Microsoft Azure cloud deployments, including Azure Commercial and Azure Government Cloud environments • Advise on Azure AI Services integration — including Azure OpenAI, AI Search, and Document Intelligence — to enhance platform capabilities • Engage with data platform discussions involving Snowflake, Databricks, and Microsoft Fabric in the context of AI and analytics use cases • Engage confidently with diverse audiences — from business users and procurement leads to CTOs, CPOs, CLOs, and CFOs • Collaborate with product, engineering, and customer success teams to relay field insights and influence the product roadmap • Partner with regional sales teams across geographically distributed environments to drive pipeline and accelerate deal velocity • Mentor junior solution engineers and contribute to the continuous development of pre-sales best practices and enablement assets

• Lead and scale Icertis' global Legal Advisory function, helping corporate legal departments, General Counsel, and legal operations leaders leverage Contract Intelligence and AI to transform legal operations and business outcomes. • Partner closely with Sales, Solution Advisory, Product Management, Marketing, Customer Success, and Executive Leadership to drive revenue growth, shape product innovation, and strengthen Icertis' market leadership. • Build and lead a team of Legal Advisors, establish scalable operating models and methodologies, and create a global strategy to support customer engagement, legal transformation, and AI adoption.

• Lead a high-performing team of Solution Advisors supporting healthcare customers across the sales cycle • Partner with Sales leaders to drive pipeline growth, improve win rates, and close strategic deals • Engage with senior executives to understand business challenges and position impactful solutions • Shape deal strategy for large, complex opportunities, including demos, workshops, and proof-of-concepts • Develop healthcare-specific solution narratives focused on compliance, contracting, and operational excellence • Collaborate cross-functionally with Product, Marketing, and Customer Success teams to align strategy and execution • Drive consistency and quality in demos, presentations, and customer engagements • Mentor and develop talent, building strong domain expertise and consultative selling skills across the team

• Design, build, and maintain secure, scalable cloud automation and internal tooling. • Support mission-critical production systems, including participation in a 24x7 on-call rotation. • Develop and manage DevOps pipelines and Infrastructure as Code using Terraform, Ansible, ARM, and Azure DevOps. • Troubleshoot and resolve complex application and Azure PaaS issues (C#/ASP.NET). • Implement and continuously improve cloud security controls aligned with federal compliance requirements. • Execute Identity & Access Management (IAM), deployments, upgrades, and change management activities. • Collaborate with cross-functional teams to deliver time-sensitive public-sector outcomes. • Support audits and compliance activities, including evidence collection and documentation. • Maintain clear, accurate technical documentation for systems and processes.

• Run structured win/loss analysis to identify drivers of deal outcomes across segments, products, and competitors. • Diagnose root causes of wins and losses across pricing, product, packaging, positioning, and execution. • Quantify repeatable gaps by segment and revenue impact to prioritize where action is most needed. • Translate insights into actionable recommendations across pricing, product, packaging, and GTM plays, with clear tradeoffs. • Provide pricing-specific analysis on discounting, competitiveness, and deal structure to inform pricing strategy and guardrails. • Operate a closed-loop system to ensure insights drive decisions and measurably improve win rates. • Partner with Sales, Product, Finance, and GTM leaders to convert recurring market signals into execution priorities. • Deliver regular market intelligence readouts to leadership with clear implications, recommendations, and follow-through.

• Operationalize the partner and alliances operating model, embedding AI-driven insights, automation, and scalable decision frameworks • Translate business goals into scalable programs, KPIs and predictive performance models • Serve as the central connector across teams, ensuring alignment and execution through shared data, insights, and AI-enabled workflows • Lead cross-functional programs including co-sell and joint GTM initiatives, leveraging automation to improve speed and consistency • Influence outcomes through data storytelling, analytics, and intelligent insights • Support partner-led demand generation and customer success alignment through data-backed segmentation and performance optimization • Build and manage partner pipeline and forecasting frameworks incorporating predictive analytics and trend modeling • Provide data for business review cadences (QBRs/MBRs) using automated reporting and performance insights • Deliver performance insights and recommendations to leadership • Develop dashboards, reporting frameworks, and AI-enabled insights to support faster, better decisions • Evaluate and implement modern tools (e.g., Salesforce, BI platforms, AI copilots, automation solutions) to enhance partner operations

• Manage full-cycle recruiting for critical roles across technical, GTM, and corporate functions. • Partner with hiring managers to define hiring strategies, calibrate requirements, and align on talent priorities. • Build proactive pipelines through sourcing, market mapping, and relationship-driven engagement. • Deliver a high-quality candidate experience aligned to the Icertis brand and values. • Use data, reporting, and pipeline insights to drive decisions and improve funnel effectiveness. • Leverage AI tools and automation to streamline recruiting workflows, improve efficiency, and scale best practices. • Assist in redesigning recruiting processes for an AI-first environment, identifying opportunities to standardize and automate repeatable work. • Apply structured assessment practices to drive consistent, high-quality hiring decisions. • Influence stakeholders through strong communication, market insights, and data-backed recommendations. • Take ownership of hiring outcomes and continuously improve processes across the TA function.

• Assist with weekly and monthly reporting for ARR booking, pipeline, subscription revenue, and other go-to-market metrics. • Support forecasting processes by gathering data, updating files, and helping track performance against plan. • Help prepare dashboards, reports, and presentations for finance and business partners. • Perform basic analysis on sales performance, compensation trends, and business results. • Review data for accuracy and help identify variances, trends, and follow-up items. • Partner with team members across finance, sales operations, and revenue teams to collect and organize information. • Support ad hoc projects related to planning, reporting, and process improvement.

• Lead the end-to-end delivery of Icertis platform and Vera AI implementations for enterprise clients across industries and geographies. • Define program vision, success criteria, delivery models, and multi-phase roadmaps aligned to customer transformation objectives. • Oversee project planning, estimation, risk management, release management, and client acceptance for complex, multi-country deployments. • Manage program budgets, KPIs, and performance metrics ensuring profitability and customer satisfaction. • Act as the senior point of contact for client executives, sponsors, program and project managers (PMO, Legal, Procurement, IT, Finance, and Sales organizations). • Facilitate daily, weekly, steering committee meetings, executive reviews, and cross-functional discussions internally and with clients to align business goals with delivery execution. • Cultivate trusted relationships across customer leadership teams and Icertis internal stakeholders. • Champion adoption of Icertis Vera features and GenAI capabilities (e.g., contract analysis, clause suggestion, summarization, and workflow intelligence). • Guide customers in identifying realistic GenAI use cases and managing change across enterprise SaaS ecosystems. • Collaborate with Product and Engineering teams to provide structured field feedback and influence product evolution.

• Act as a trusted strategic advisor to senior stakeholders across R&D, Clinical, Medical Affairs, Commercial, Provider Operations, Network Management, Care Management, Finance/Revenue Cycle, Procurement, Legal, Compliance, and IT for CLM and contract intelligence initiatives in HLS. • Shape multi-year transformation roadmaps that leverage Icertis and Vera AI across use cases such as clinical trial and investigator agreements, CRO and vendor contracts, market access and payer agreements, provider and distribution contracts, rebates and pricing, GPO/IDN agreements, safety and quality-related contracts, and real-world evidence partnerships. • Bring an informed perspective on HLS regulatory, compliance, and risk themes (e.g., GxP, promotional compliance, anti-kickback/Stark Law, transparency and spend reporting, data privacy and patient data, safety reporting) and translate them into contract data, process, and control requirements. • Own the end-to-end CLM and contract intelligence architecture for HLS clients, spanning ICI, Vera apps, and key platforms such as ERP, CRM, R&D and clinical systems, PV/safety, quality, pricing and contracting, data platforms, and document management. • Define target-state processes and operating models for how contracts and obligations are authored, negotiated, approved, executed, and monitored across the HLS value chain (R&D, clinical, launch, commercial, and post-market). • Translate business outcomes into solution designs, configuration choices, AI use cases, and integration patterns that leverage Icertis best practices while accounting for HLS-specific constraints like regulatory audits, data residency, patient data protections, and complex approvals. • Lead late-stage sales and deal shaping as the senior HLS architect—validating scope, solution options, delivery feasibility, and risk posture for strategic opportunities.