Digital Sales Executive

IFS is a billion-dollar revenue company with 7000 employees on all continents. We deliver award winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters–at the Moment of Service.

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.

We celebrate diversity and accept that there are so many different perspectives in this world. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs.

If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.

Job Description

The Digital Sales Executive (DSE) is responsible for sales and customer relationships including ensuring the timely and successful renewal of contracts and license management for the assigned territory. License and contract management play a pivotal role in ensuring both IFS and our customers proactively manage the use of IFS’ Intellectual Property Rights with a view to mitigating any compliance risks. The DSE will work closely with Regional Renewals lead, Regional Customer Optimization lead, Install Base Sales and other key stakeholders in the region.

Responsibilities

• Strong sales execution and a willingness to continued sharpening of these skills
• Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts
• Own the end-to-end sales process including understanding customer needs, agreeing a mutual evaluation process and utilizing resources within a matrix organization to get the job done.
• 100% responsibility for owning the annual sales targets and delivering as per the quarterly budget
• Continued pipeline building and demand generation activities to achieve 4x pipeline coverage
• Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting
• Proactively work with partners and customers as a trusted advisor to ensure customers are using IFS software assets in alignment with contractual terms and conditions.
• Proactively engage with customers to address concerns, answer questions and provide quotations and renewal motivations.
• Negotiate renewal and upgrade arrangements, including uplifts, up-sell and contract alignment with the current usage data
• Team up with legal and finance teams to ensure compliance with contract terms and financial objectives.
• Able to support and work effectively with a minimum of 40 customers.
• Adhere to all internal sales processes and approvals.
• Ability to work independently and successfully with remote and close colleagues and teams
• Work with customers and partners to appreciate their current and future software usage needs to proactively advise them on optimal licensing models to remain compliant.

Qualifications

To be successful

• 3 years’ experience in business development, renewals, sales, account management or equivalent customer facing role
• Good organizational skills and attention to detail, capable of managing multiple priorities and meeting deadlines.
• Strong communication and presentation skills with the ability to confidently interact with senior leaders.
• Collaborative mindset and the ability to build effective relationships both in the company and with the customer and partners.
• Complex data manipulation using Excel and other BI tools
• Should work well in high pressure situations
• Knowledge in IFS.com or comparative technologies including ERP, EAM and/or FSM
• Work with channel and partners to ensure timeous, optimal renewals.
• Strong sales history or meeting and exceeding quota.
• Expertise at reading contracts with a strong comprehension of common law
• Diagnostic thinking skills, Operational discipline and attention to detail
• A keen sense of urgency and drive to achieve results.
• Excellent English Additional European language is a plus (French/German/Swedish/Dutch)
• Accurate forecasting & opportunity management