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Account Executive (Install Base)

IFS

IFS

Sales & Business Development
Hertogenbosch, Netherlands
Posted on Thursday, July 4, 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

We are looking for a focused and resilient sales person with great collaboration and sales execution skills. As an Install Base new sales executive hunting into a focused list of strategic target accounts, you will be entrepreneurial in nature and excel at building pipeline, creating and closing new opportunities. By using a consultative approach to value-based selling, you will lead with IFS's award winning products while also having access to the broader portfolio to bring value to our customers. You will use your industry knowledge and enterprise software sales expertise to identify and qualify deals, leading to sales opportunities with new customers.

The role is positioned within the BeNeLux, which is a high-growth market unit. Our organization is going through transformational growth (organic and inorganic). We are an ever-evolving business, challenging and disrupting the industry standards which are too often accepted by some of our competitors in the global enterprise software space.

Our go-to-market strategy targets specific geographical areas and key industry verticals within a matrixed sales organization. Your role will concentrate on developing and expanding our Install Base business, with a focus on the manufacturing and service-intensive industries.

Responsibilities

  • Strong sales execution and continued sharpening of these skills
  • Prepare, update, own and execute the Go -To- Market Strategy for nominated industries
  • Prepare, own, and maintain Territory Plan for the assigned accounts.
  • Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts
  • Own the end-to-end sales process including demand generation, understanding customer needs, owning the RFI/RFP process, building a business case for change and winning business, while utilizing resources within a matrix organization to get the job done.
  • Work with partners to better penetrate into your accounts, creating joint sales plays that accelerate deal cycles and maximize value while providing strong delivery plans that lead to happy referenceable customers
  • Build (and bring with you) a strong and relevant network in the industry
  • 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
  • Liaison with Sales leadership and Global teams to build a strong internal network and collaboration
  • Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting

Qualifications

You will demonstrate:

  • Several years of In-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographical market within the assigned industries and accounts across the market unit
  • An entrepreneurial mindset with innate curiosity and resilience
  • Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
  • Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
  • A track record of consistently meeting and over-achieving quota in saas revenue
  • Strong written and verbal communication skills in both Dutch and English (French would be an asset)
  • Comfortable working within a matrix organization, building relationships, and finding support to get the job done.

Additional Information