Nitin Khorana

Collaborator
DISC Type : si

Executive Vice President, Head of Sales at Icertis

Naperville, Illinois, United States

Overview

Nitin Khorana is the Executive Vice President and Head of Sales at Icertis, where he leads go-to-market strategy for enterprise software with a focus on growth and scale. He has held progressively senior sales leadership roles within the company. He holds a Bachelor of Technology from NIT Jalandhar.

Outside of his professional role, Nitin is passionate about giving back to the community. He has actively volunteered at the Greater Chicago Food Depository as part of Icertiss corporate social responsibility programs, helping to sort and pack food for those in need.

In a single three-hour volunteer session, Nitin and his team packed over 4, 600 pounds of beans, contributing to thousands of meals.

Personality Overview

Consensus Builder

Appreciative

Good Listener

Scenarios where both sides can come out as winners appeal to them greatly.  Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are. They are more likely to opt for solutions that are proven in the market.

Topics They Care About

GTM Strategy
His career is centered on go-to-market strategy and revenue leadership for enterprise software, demonstrating a focus on scaling sales operations.
Contract Management
Actively discusses how efficient contract lifecycle management drives business transformation in sectors like healthcare, enabling compliance and reducing risk.
Strategic Alliances
He publicly celebrates key strategic partnerships, such as with Microsoft, emphasizing a "better together" approach to driving mutual success.

Media Appearances

Allina Health Selects Icertis To Accelerate Digital Transformation of Contracting. Featured in Icertis (Company News)

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Icertis launched industry vertical solution for Healthcare providers. Featured in Enterprise Times

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CXO Book 2023 – Profile: Nitin Khorana, Executive Vice President, Head of Sales, Icertis. Featured in White Page International

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Work History

10-2025
Executive Vice President, Head of Sales at Icertis
1-2025
Executive Vice President North America at Icertis
1-2022 - 1-2025
Senior Vice President Sales - HLS, FS and TMT at Icertis
1-2019 - 1-2022
VP Sales at Icertis
9-2015 - 12-2018
Sr. Vice President Sales at ITC Infotech

Education

1993 - 1997
Bachelor of Technology - BTech from NIT Jalandhar

More Information

Social Presence :

Prographics :

Exp : 28 Location : Naperville, Illinois, United States Job Level : Leadership Designation : Executive Vice President, Head of Sales at Icertis
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Insights For Selling To Nitin

During A Call Or A Meeting

DO's

  • When asking them questions, sound relatable and informal
  • Use phrases like ‘trust me when’, ‘your team will love’ etc.
  • Use testimonials, case studies to show them why it is a low-risk, high-value decision

DONT's

  • Don’t push them to make decisions very fast, let them take their time
  • Don’t give the impression of being unproven or risky
  • Avoid unnecessary confrontation if it arises incidentally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Nitin is

  • Relationship and rapport play a major role, followed by low risk and the presence of proof points.
  • Will you ever get a clear answer from Nitin

  • They are diplomatic when the need arises; they hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Nitin move?

  • They can take their time to reach decisions, even while they stay engaged and friendly.
  • Can Nitin take some risk or not?

  • They are unlikely to take many risks.

You And Nitin

Personality Compatibility


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