Artificial Intelligence

• Own the AI value roadmap for the acquired companies group, including: Revenue acceleration (new SKUs, cross sell, attach, deal velocity) Margin improvement Cost takeout and automation GTM productivity Customer experience uplift
• Accountable executive for delivering portfolio level AI outcomes.
• Approval rights for AI investment across acquired companies
• Authority to stop, redirect, or standardize AI initiatives
• Escalation rights over acquired entity CTOs, CPOs, and functional leaders
• Prioritization authority for AI resource allocation, platforms, and tooling
• Define the AI operating model for the acquired companies group
• Establish the unified AI platform, architecture, and data standards
• Set enterprise wide AI governance, including risk, ethics, and performance baselines
• Determine the portfolio AI thesis for value uplift in each acquisition
• Sets required deliverables
• Approves roadmaps and OKRs
• Holds leaders accountable for delivery and timelines
• Enforces shutdown of low-value or duplicative programs
• Ensures integration milestones are hit
• Lead convergence decisions on: Platforms Data models AI applications Go to market enablement • Drive organizational alignment across Product, R&D, CS, Sales, HR, and Finance

Head of AI M&A Group

Operations

• Review and structure commercial proposals to ensure alignment with pricing strategy, margin targets, and approval frameworks.
• Act as a key point of contact for complex deal support, guiding Sales on pricing structures, discount thresholds, and commercial terms.
• Enforce pricing policies and approval workflows, ensuring consistency and governance across regions.
• Analyse discounting trends, deal performance, and pricing deviations, providing insights and recommendations to leadership.
• Support renewals and expansion pricing where required, ensuring consistency with commercial strategy.
• Support forecasting processes through pipeline validation and deal hygiene oversight.
• Ensure CRM data integrity, opportunity accuracy, and proper documentation of commercial approvals.
• Collaborate with Business Operations to improve sales processes, reporting accuracy, and system workflows.
• Assist in sales incentive administration and commission validation where applicable.
• Maintain documentation of commercial policies, approval matrices, and operational procedures.
• Conduct analysis on pricing performance, win/loss data, and monetisation trends to inform continuous improvement.
• Identify bottlenecks in deal cycles and recommend process enhancements to increase sales velocity.
• Support pricing & packaging initiatives with structured data analysis.
• Develop and maintain dashboards and reporting to track deal desk performance and pricing effectiveness.

Pricing and Operations Specialist

Solutions Engineer

• Serve as a trusted technical advisor throughout the sales cycle
• Collaborate with the sales team, prospects and existing clients to uncover challenges and design compelling solutions using the IFS Copperleaf decision analytics platform
• Demonstrate the positive outcomes of our product suite to prospective clients across the Americas region
• Deliver impactful product demos and executive briefings (virtual and on-site)
• Design enterprise-level technology solutions
• Provide technical leadership in the sales process
• Engage with the industry at external events

Solutions Consultant, Pre Sales

Director

• Own and lead the global Manufacturing industry strategy, setting priorities across discrete and complex manufacturing.
• Serve as a manufacturing thought leader, representing IFS globally at events, analyst engagements, and industry forums.
• Craft and deliver executive level manufacturing value propositions, aligning to industry trends such as supply chain resilience, smart factories, service transformation, and asset optimization.
• Engage in key Tier1 strategic opportunities, supporting early discovery, executive dialogue, differentiation, and narrative shaping.
• Partner with Product and R&D to translate global manufacturing requirements into roadmap and portfolio direction.
• Lead creation of manufacturing specific sales plays, GTM initiatives, and global enablement content.
• Build strong relationships with manufacturing industry partners, associations, and influencers worldwide.
• Ensure global consistency and coherence of manufacturing messaging, ICP definition, and competitive positioning across all IFS regions.
• Provide market insight and strategic guidance for M&A and ecosystem development.

Global Industry Director, Manufacturing – ERP, EAM

Account Executive

• Generate revenue from license sales, service sales and maintenance services
• Work within an assigned multi-state territory of mid-market companies ($150M - $2B)
• Steer the execution of the sales cycle
• Identify and manage various indirect sales channels
• Sell directly to executive-level decision-makers
• Utilize business partners to supplement offerings and provide implementation services

Regional Account Executive, Manufacturing – ERP

Customer Support

• Help strategic SaaS and technology companies understand how Loops transforms customer experience, operations, and product capabilities
• Bring executive presence, lead value-based, consultative conversations, and orchestrate complex multi-stakeholder deals
• Maintain disciplined, high-fidelity opportunity and activity management in HubSpot
• Work closely with the customer success team to ensure seamless deployment and strong adoption

Senior Sales Executive, AI Solutions – Customer Experience

• Own and lead the global Transport industry strategy, positioning IFS as a recognized leader.
• Serve as a thought leader, representing IFS at global industry events, analyst briefings, and executive forums.
• Define and communicate executive level Transport value propositions aligned to industry challenges and transformation priorities.
• Support Tier‑1 strategic opportunities, providing early discovery, narrative shaping, competitive positioning, and C‑suite alignment.
• Influence product and portfolio strategy by translating Transport requirements into roadmap and investment direction.
• Lead creation of Transport specific sales plays, GTM motions, and targeted marketing content.
• Build and strengthen relationships across global Transport ecosystem partners, alliances, and industry bodies.
• Equip Sales, Partners, and internal teams with competitive intelligence, buyer insights, and industry messaging.
• Maintain and communicate a clear Transport narrative across all IFS regions to ensure coherence and consistency.

Global Industry Director – Transportation

Backend Engineer

• Develop and maintain the price book, ensuring competitive and profitable pricing structures.
• Lead the overall pricing strategy, including analysis of market trends, competitor pricing, and customer value propositions.
• Own the comprehensive commercial strategy, aligning it with company goals and adapting to evolving business needs.
• Partner with product teams to inform pricing and commercial decisions based on feature development and roadmap.
• Work with finance to analyze financial impacts of pricing models and commercial initiatives.
• Collaborate with sales and marketing to align strategies, support deal structuring, and enhance go-to-market efforts.
• Oversee renewals processes, including tracking, negotiation, and execution to maximize retention rates.
• Maintain and optimize the renewals database for accurate forecasting and reporting.
• Ensure customer compliance with contracts, identifying risks and implementing mitigation strategies.
• Lead contract structuring and negotiations for key deals, renewals, and amendments.
• Implement tools and processes to track and enhance commercial performance metrics.
• Conduct in-depth market research to inform pricing models and commercial decisions.
• Analyze competitor offerings, industry benchmarks, and economic factors impacting SaaS pricing.
• Generate actionable insights from data to refine strategies and identify new revenue opportunities.

Commercial Lead

Pre-sales Engineer

• Deliver substantive, technical, and functional advice aligned to customer requirements.
• Translate business challenges into tailored Ultimo solutions that clearly demonstrate value and ROI.
• Support sales colleagues in Requirement Management Plans, tenders, and complex bid processes.
• Provide accurate time and cost estimations for quotations and commercial proposals.
• Deliver impactful, customer-focused product presentations and demonstrations.
• Manage and continuously improve the standard demo environment.
• Build prospect-specific and customer-specific demonstration environments that reflect real-life use cases.
• Clearly articulate Ultimo’s differentiators and competitive positioning.
• Partner closely with Sales to accelerate opportunities from qualification to closing.
• Contribute to win strategies in complex or strategic deals.
• Support pipeline growth through technical validation and credibility.
• Attend R&D sprint reviews to stay informed on new features and product developments.
• Provide structured feedback from customers and the market to Product & R&D.
• Actively share knowledge within the sales team regarding new functionalities and evolving possibilities in Ultimo software.
• Continuously refine demo approaches, positioning, and storytelling to reflect market trends.

Pre-Sales Consultant, EAM

• Lead the development of solution strategies aligned with field service business models
• Translate customer business challenges into tailored IFS Cloud solutions
• Guide C-level stakeholders through digital transformation initiatives
• Conduct discovery workshops to understand "As-is" and define "To-be" states
• Prepare and deliver compelling Proof of Value demonstrations
• Build custom demos and business models that reflect field service KPIs and workflows
• Maintain deep knowledge of field service industries including common pain points, metrics, and regulatory requirements
• Provide feedback to product management based on customer needs and industry trends
• Work cross-functionally with Sales, Product Management, and Consulting teams
• Mentor junior consultants and contribute to continuous improvement initiatives

Business Solutions Architect – FSM

• As a Pre-Sales Consultant, you are the technical and functional authority within the sales process.
• You play a critical role in driving commercial success by translating customer needs into compelling, value-driven Ultimo solutions.
• You combine deep product expertise with commercial awareness, supporting Account Executives in complex sales cycles, tenders, and strategic opportunities.
• Through powerful demonstrations, accurate estimations, and trusted advisory, you enable customers to clearly see the value of Ultimo.
• Internally, you act as a knowledge leader — continuously sharing insights about new product developments, market trends, and customer requirements to strengthen our overall sales performance.

Pre-Sales Consultant

Sales

• Change the world one company at a time as a Presales Business Solution Consultant.
• Leverage technology knowledge and manufacturing industry expertise to drive software license revenue.
• Collaborate with pre-sales teams and subject matter experts to ensure success.
• Impact new business through effective solution delivery and client engagement.

Presales Business Solution Consultant

Account Manager

• Achieve and exceed quota targets through the successful execution of the sales strategy and account planning.
• Account and Customer Relationship Management, Sales of Software Licenses, Cloud Subscription Revenue, Professional Services, and Renewals.
• Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Develop and deliver comprehensive business plan to address customer priorities and pain points.
• Utilize benchmarking and ROI data to support the customer’s decision process.
• Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value.
• Builds a foundation on which to harvest future business opportunities and accurate account information and strategy development.
• Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
• Review public information (new executive appointments, earnings statements, press releases, etc.) for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Leverage support organizations including Marketing, Partners, Pre-Sales, Support, Business Operations, and Professional Services to funnel pipeline into the assigned territory.
• Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, PLM, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)
• Strive to make all customers IFS references.
• Support all IFS promotions and events in the region
• Maintain CRM system with accurate customer and pipeline information.

Account Manager, Manufacturing – ERP, EAM, Field Service Management

• Prepare, update, own and execute the Go -To- Market Strategy for nominated industries
• Prepare, own, and maintain Territory Plan for agreed vertical
• 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, understating customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change and winning business, and utilising 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
• 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

Head of AI M&A Group

Pricing and Operations Specialist

Solutions Consultant, Pre Sales

Global Industry Director, Manufacturing – ERP, EAM

Regional Account Executive, Manufacturing – ERP

Senior Sales Executive, AI Solutions – Customer Experience

Global Industry Director – Transportation

Commercial Lead

Pre-Sales Consultant, EAM

Pre-Sales Consultant, EAM

Business Solutions Architect – FSM

Pre-Sales Consultant

Presales Business Solution Consultant

Account Manager, Manufacturing – ERP, EAM, Field Service Management

Account Executive – New Business Development