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

This role is the lead for implementing strategic revenue initiatives across IFS install base in the region. This is a player/coach role engages with installed base customers works closely with global as well as regional functions to design and implement company best practices in the region:

Responsibilities:

• Drive data driven sales motions across the installed base including but not limited to
  • License rights management
  • Drive ACV uplifts across all renewal transactions
  • Maintenance uplifts and indexation programs for legacy customers
  • Digital sales motions to x-sell/up-sell with DSE, channel and partner teams
  • Drive nominal and strategic indexation initiatives as part of contract renewals
  • Drive strategic renewals for success and cloud services
• Coordinate and manage the end-to-end process of customer engagement and nurturing.
• Own the C4L share of wallet data for all installed base in the region
• Own Installed base pipeline cover across the region by driving engineered selling campaigns with marketing team
• Work with partners and partner team to drive initiatives across partner managed customers.
• Provide accurate monthly and quarterly forecasts and opportunity updates on a weekly basis.
• Mentor renewal specialists, fostering a collaborative and high-performance work environment.
• Provide guidance, training and coaching to team members to enhance their renewal negotiation and customer engagement skills.
• Proactively engage with customers to address concerns, answer questions and identify upsell and cross-sell opportunities.
• Partner with legal and finance teams to ensure compliance with contract terms and financial objectives.

To be successful

• Strong organizational skills and attention to detail, capable of managing multiple priorities and meeting deadlines.
• Proven ability to build and manage teams
• Proven ability to successfully lead cross functional initiatives.
• Exceptional communication and presentation skills with executive presence to confidently interact with senior leaders.
• Strong data manipulation skills using Excel and BI tools
• Ability to build effective relationships across all levels of the organization.
• Must be able to work well in high pressure situations
• 8+ years’ experience in installed base sales, account management or equivalent customer facing role
• Knowledge in IFS.com or comparative technologies including ERP, EAM and/or FSM
• Strong sales track record or meeting and exceeding quota.
• Finance background a plus – understanding of accounting and financial principles such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling