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GCS Commercial Manager

IFS

IFS

Madrid, Spain
Posted on Friday, May 31, 2024

Company Description

IFS is a billion-dollar revenue company with 6000+ 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.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. 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. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

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

Job Description

The GCS Commercial Manager is a sales enablement role that is responsible for driving good commercial practice within the regions that facilitates services growth of IFS through combining sales knowledge, commercial acumen and leadership.

A Commercial Manager will have a good understanding of our Services Portfolio and the value that these services deliver to our customers. They will proactively drive good commercial practice throughout IFS that improves both the compliance and commercial quality of business opportunities while at the same time enhancing the potential for a successful sale.

The Commercial Manager will take full responsibility for the deals assigned to them, which requires:

  • Capable of leading and directing the commercial aspects of services sales cases, with hands-on commercial solutioning and decision-making
  • Assist the sales teams to understand the value for our customers to enhance the messaging in during the sales cycle to positioning
  • An in depth understanding of the IFS Commercial rules and play a key role in the regular review and updating of those rules
  • Must solicit and incorporate feedback from all key internal and external stakeholders
  • Assist with enablement of the sales teams to improve the overall commercial knowledge and quality of deals submitted
  • Promote the positioning of standard GCS Portfolio Services in all sales scenarios and the best ways to achieve that
  • Collaborate with the Vice President - Global Commercial Quality & Bid Management and the wider GCS organization to ensure that all commercial offerings are cohesive and support the lifecycle strategy that we are executing
  • Provide an initial single point of contact for commercial queries any Services Sales
  • Have an in-depth knowledge of all the tools and systems used in the sales process, including CRM, Contract Lifecycle Management (CLM), Deal Approvals (DAR), Service Estimators and Project Calculators. Assist with the maintenance and testing of the Service Estimators and Project Calculators commercial tools.

Overall Required Competence

GCS Commercial Managers are deep experts in their assigned fields operating at senior level or above within a customer value generating role. They must be able to demonstrate:

  • Deep and practical knowledge of Services Sales
  • Business context and a true understanding of customer value through the lifecycle
  • Strategically minded and creative in the ways that the Commercials can enhance a sale while remaining compliant in all aspects including how we take service offerings to market
  • Confidence and competence when working in a matrix organization, being able to deliver results independently as well as collaboratively
  • A good understanding of the tools that IFS uses to calculate and estimate assignments such as projects, Success, Cloud Services and Maintenance.
  • Quality and attention to detail
  • Ability to assist with the drafting and/or reviewing of key commercial documents including contracts and proposals
  • Experience of working with complex MS Excel spreadsheets including macros and other advanced features of Excel.
  • Live the IFS Values

Qualifications

Essential:

  • Relevant Customer facing and commercial experience in the enterprise software industry
  • Experience selling services to customers
  • Must have previous experience drafting contracts
  • A good understanding of the delivery process
  • The confidence to be able to represent IFS in sales scenarios with our customers
  • MS Excel spreadsheets including macros and other advanced features of Excel.

Desirable:

  • Bachelors degree or equivalent
  • Industry qualifications
  • Previous development experience

Additional Information

We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.