Account Executive

• 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

Account Executive – New Business Development

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.

Strategic Account Manager, Manufacturing Install Base – ERP, EAM, Field Service Management

Solutions Engineer

• Serve as a trusted sales partner and technical advisor throughout the sales cycle
• Collaborating with the sales team, prospects and existing clients to uncover challenges and design compelling solutions using the IFS Copperleaf decision analytics platform
• Develop industry knowledge to become a trusted advisor and key technology ambassador for our customers and prospects
• Delivering impactful product demos and executive briefings (virtual and on-site)
• Designing enterprise-level technology solutions
• Providing technical leadership in the sales process
• Engaging with the industry at external events

Account Executive – New Business Development

Strategic Account Manager, Manufacturing Install Base – ERP, EAM, Field Service Management

Senior Solutions Consultant – Pre Sales