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

You will manage a team of specialists that work with the field sales teams and oversee the management of renewals of software upgrades and transition from perpetual to subscription licenses as well as Customer success renewals. This strategic role involves coordinating with the sales team, partners, and channel accounts to ensure a smooth and efficient sales process. The ideal candidate will have a strong understanding of software licensing and complex revenue recognition rules and expertise in working with contract renewals.

Duties and Accountabilities

• Leadership and Team Management:
  • Guide and mentor a team of specialists that work with the field sales teams responsible for software upgrades and license conversions.
  • Develop and implement upgrade and conversion strategies, policies, and procedures.
  • Set clear goals and expectations for the team and monitor performance.
  • Foster a collaborative and high-performance work environment.
  • Ensure the team prepares data packs timeously as inputs to the renewal sales process.
• Business Partnering:
  • Act as trusted business partner to regional install base management by providing insights on the upgrade and license conversion (U&C) process and the Customer Success renewal process.
  • Work with the sales team to ensure they have the necessary tools and information to effectively sell and support software upgrades and conversions.
  • Understand the entire U&C process and work with the sales and customer success teams to monitor and improve customer renewals.
  • Work with compliance team to ensure self-declaration process completion as input into the U&C renewals and schedule self-declarations in alignment with regional and global stakeholders.
• Stakeholder Coordination:
  • Continuously align with regional stakeholders to agree the priority customers for conversion in the 4-quarter timeframe.
  • Ensure consistent delivery of high-quality data packs timeously as inputs to the renewal sales process to the regional sales organisations.
  • Work with partners and channel partners to assist them the conversion process.
  • Maintain strong relationships with all stakeholders and provide regular updates.
  • Align with marketing to ensure campaigns are managed effectively and according to market needs.
• Process Improvement:
  • Implement best practices and tools to enhance efficiency and effectiveness.
  • Ensure compliance with industry standards and company policies.
  • Conduct detailed analysis of U&C and Success renewals, providing insights and identify opportunities to streamline the U&C and Success renewals processes.
• Technical Expertise:
  • Stay up-to-date with the latest software versions and licensing models and how to transition from perpetual to subscription license models.
  • Understand and guide the field sales teams to optimize the revenue recognition of the U&C opportunities.
  • Troubleshoot and resolve any issues related to commercial structuring of software upgrades and license conversions.
• Commercial business analysis
  • Create and manage an integrated view of all the U&C and Success opportunities across the business, by quarter, noting the Annual Contract Value (ACV) increments.
  • Sourcing and in-depth scrutiny of data for key KPIs and ad hoc business needs
• CRM solution management
  • Perform in-depth analysis and provide recommendations to the regions and partners and channel teams on U&C and Success accounts.
  • Make strategic recommendations to enhance business value for Sales from CRM
  • Understand the inter-relational dependency of data in systems and develop improvements to data visibility and analysis thereof.
• Reporting and Analytics:
  • Develop and enhance reporting assets in line with business needs
  • Create and maintain comprehensive documentation of U&C and Success renewals processes including a sales playbook and how to best execute this in the field, applying consistent learnings to improve the processes.
  • Take a lead role on reporting initiatives and the progress of renewals, acting as the “bridge” between the business, sales and technical teams to ensure understanding, accuracy and consistency.
  • Ensure U&C and Success renewal preparation phase is commenced well in advance (9-12 months in advance) to provide the sales team with enough time to action insights to drive incremental value to customer and IFS.
  • Research alternatives for extracting data as the basis of reporting to address business information needs. Make recommendations for the most appropriate method to ensure consistency and clear understanding.
  • Ensure timeous creation of regular and ad hoc reports / analysis as needed by stakeholders
  • Align with Global operations to ensure we are working together to improve Global reporting
  • Proactively advise the regional teams on ACV outlook and attainment and conversion to ARR.
• Training and Documentation:
  • Create and deliver training materials and documentation to support internal teams and external partners in understanding and implementing software upgrades and conversions.

Competencies

• Exceptional problem-solving skills underpinned by strong systems-based technical and analytical skills, with strong focus on data structuring and analytics.
• Good data analysis and presentation of key insights to enable and accelerate business processes.
• Ability to assimilate complex data into business information.
• High attention to detail and completing tasks quickly and methodically.
• Ability to work under sustained timeline pressures.
• Ability to manage complex topics in a matrix environment
• Excellent communication and presentation skills to work with a wide range of stakeholders globally
• Excellent professional fluency in English. Additional languages is an advantage
• Strong organizational skills and ability to create and execute new processes.
• Tenacious approach with a strong will to see projects through to completion
• Ability to work effectively in a fast-paced, dynamic environment.
• Familiarity with software licensing models, particularly subscription-based models, and converting perpetual licenses to a subscription model.
• Strong knowledge and understanding of revenue recognition standards, and how to calculate financial metrics like ACV and ARR.

Qualifications

• • University or equivalent qualification in information technology, business, or a related field.
  • Proven ability in software license management and/or a business operations role, supporting the sales organisation, especially in a leadership role.
  • Strong understanding of software licensing models, including perpetual and subscription licenses.
  • Excellent communication and interpersonal skills.
  • Excellent professional fluency in English. Additional languages is an advantage.
  • Good understanding of information technology, data structuring and analytics trends concepts and developments, with an interest in learning more
  • Strong excel skills including data reporting and analysis.
  • Knowledge of CRM tools and methods.
  • Excellent capability with Microsoft PowerPoint and other Microsoft productivity solutions e.g. Outlook.
  • Proficiency in Power BI or equivalent reporting tools
  • Knowledge of IFS applications and experience working in IFS Cloud an advantage

Additional Information

In IFS Industrial and Financial Systems Poland Sp. z o.o., based in Warsaw, the Whistleblowing Procedure is in effect, defining methods for reporting legal violations, rules for handling internal reports and taking follow-up actions, as well as 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/.