Account Executive (install base) - IFS Colombo 09

About the job

IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.
 

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.

Job Description:

We are looking for a hungry, focused, and resilient farmer salesperson with great collaboration and sales execution skills to help grow the business across the market unit.

The Sales Account Executive - primary responsibilities include developing, prospecting, qualifying, selling, and closing new business to net new customers targeted to medium & large companies. The Sales Account Executive, together with the supervision of his direct manager, manages the sales cycle; and uses all resources to solve customer problems with appropriate IFS products. The Sales Account Executive is accountable for increasing the revenue of all IFS products/solutions through Sales and Software License, Cloud Subscription Revenue, and Customer Engagement.
 

ESSENTIAL DUTIES AND ACCOUNTABILITIES:
 

Account and Customer Relationship Management, Sales Process Management. Software License, Maintenance, Cloud Subscription Revenue, and Premium Services Selling.
 

• Annual Revenue - Achieve/exceed quota targets.
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with customers and leverage them to drive strategy through the organisation.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information, and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Management - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.
• Business Planning – Develop and deliver a comprehensive business plan to address customer priorities and pain points. Utilise benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management:
 

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move up the pipeline curve.
• Pipeline partnerships – Leverage support organisations, including Marketing, inside sales, Partners, and channels to funnel the pipeline into the assigned territory.
• Leverage IFS Solutions and Services – be proficient in and bring all IFS offers to bear on sales pursuits, including Industry Solutions, LOB solutions, technology solutions, and Premium services
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Support all IFS promotions and events in the territory

Sales Excellence:
 

• Sell value.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilise best practice sales models.
• Understand IFS’ competition and effectively position solutions against them.
• Maintain a CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team with the support of his direct manager.

 

PERFECT CANDIDATE NEED TO:
 

• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams (support and service) and Partners are well-versed in each account’s strategy and well-positioned for all customer touch points and events.
• Maximise the value of all sales support organisations.
• Develops long-term relationships; anticipates customer needs and ensures high customer satisfaction
• Exceptional communication skills, both written and verbal as well as advanced presentation skills
• Commercially savvy, identifies ROI for the Customer using Business value engineering techniques
• Consistent overachievement of sales quota and revenue goals
• Calm under pressure, acts as a problem solver
• Live the IFS Values

You will demonstrate:
 

• University degree, or equivalent professional qualifications, in a field relevant to the functional area or responsibility.
• 3+ years of experience in sales or BDR offerings of complex business enterprise software solutions with a value sell mentality.
• Experience in a team-selling environment.
• Demonstrated success with lead generation for large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Experience in one of the following core industries (Manufacturing, Engineering, Construction & Infrastructure, Service)
• Business level English: Fluent, Business Level
• Local language: Polish language - Fluent
  
   

Additional Information:

In Industrial and Financial Systems Central and Eastern Europe Sp. z o.o., based in Warsaw, the Whistleblowing Procedure is in effect, outlining the methods for reporting legal violations, rules for accepting internal reports and taking follow-up actions, as well as the principles for protecting whistleblowers. Reports can be submitted through the application at https://report.whistleb.com/pl/ifs, available on the website https://www.ifs.com/.