Sales Director – (ERP Software)

    IFS Published: April 14, 2022
    Location
    Remote, United Kingdom
    Job Type

    Description

    Job title Sales Director in the UK

    UK - Remote

    Employees can work remotely

    Company Description

    At IFS you will work in a growing, global enterprise software company built upon committed and empowered colleagues who come to work knowing they are making a difference.

    We work every day with customers who continue to challenge their markets and competitors. As a challenger ourselves, we partner with our customers to guide them through their digital transformations and extract the most value out of our software solutions.

    We take pride in ensuring that our employees are able to achieve the company goals as well as develop their careers. We believe empowered autonomy, committed colleagues, and being part of a winning team are the keys to our success and what makes us great!

    We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, or disability status.

    Job Description

    The Sales Director for Engineering, Construction and Infrastructure ("ECI") and Energy, Utilities, and Resources ("EUR") primary responsibilities include leading and motivating a high performing team whose priorities include prospecting, qualifying, selling, and closing new business to existing and net new customers with high potential.

    The Sales Director for ECI and EUR Sales brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate IFS products and Services.

    The Sales Director Enterprise Sales has accountability for increasing revenue of all IFS solutions through Software License, Cloud Subscription Revenue, and Customer Engagement and retention activities.

    Responsibilities

    Account and Customer Relationship Management, Sales and Software License, and Cloud Subscription Revenue

    Annual Revenue - Achieve / exceed quota targets.

    C Level access ability to access C Levels, involving IFS Executive Sponsors.

    Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.

    Develop relationships with new and existing customers and leverage them to drive strategy through the organization.

    Political acumen ability to understand Customer’s power map and internal and external influencers.

    Trusted advisor - Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise).

    Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

    Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.

    Review and analyze public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

    Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.

    Encourage all accounts to become IFS references.

    Business Planning Develop and deliver a comprehensive business plan to address customer and prospects' priorities and pain points.

    Utilize benchmarking and ROI data to support the customer’s decision process.

    Demand Generation, Pipeline, and Opportunity Management

    Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.

    Pipeline partnerships Leverage support organizations including Marketing, inside sales, Partners, and channels to funnel pipelines into the assigned territory.

    Leverage IFS Solutions Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (ERP, EOI, Enterprise Asset Management, and MRO), and technology solutions (Business Analytics, Mobility, Technology, et. al)

    Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

    Support all IFS promotions and events in the territory

    Sales Excellence

    Define and position IFS Unique Business Value to address Customer requirements and v’s competitors.

    Qualify opportunity (business driver, compelling event), competition, power map, and decision process.

    Involve Partner Ecosystem to secure business.

    Create, maintain and leverage the Customer Account Plan to expose, share and develop the IFS vision for the customer, both inside IFS as well as with partners and ultimately with the customer.

    Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.

    Orchestrate resources: deploy appropriate teams to execute winning sales.

    People Leadership

    Drive long term employee success with a focus on coaching, development, and building a high-performance team

    Full ownership for recruiting, onboarding, and training new team members

    Position the team to grow successfully beyond its current targets, increasing the revenue of the team year on year.

    Displays passion on the job: act as a role model for the team, show authentic behavior, demonstrate best practices, and encourage team members to grow and overachieve, ensuring successes are shared and celebrated

    Develops salesperson competence and capability, working in partnership with the Academy to continuously improve internal programs

    Pro-actively addresses any performance issues, working in partnership with Country HR experts

    Qualifications

    University degree, or equivalent professional qualifications, in a field relevant to the functional area of responsibility.

    Significant experience in sales of complex business software / IT solutions/start-up and/or management consulting experience with a value sell mentality.

    Significant experience in a similar senior key account manager/leadership role, managing and leading a sales team to overachieve against targets

    Significant people management experience and demonstrable experience with hiring, development, and retention of top talent and building a high performing, target focused team

    Proven track record in complex sales at C-level with a collaborative and impactful manner.

    Demonstrated success with large transactions, transformation, and lengthy sales campaigns in a fast-paced, consultative and competitive market.

    Experience in one of our five core industries (Energy, Utilities & Resources, Engineering, Construction, Infrastructure & Service)

    Excellent presentation and executive engagement skills

    Business level English: Fluent

    IFS Facts

    IFS develops and delivers enterprise software for customers around the world who manufacture and distribute goods, maintain assets, and manage service-focused operations.

    The industry expertise of our people and solutions, together with our commitment to our customers, has made us a recognized leader and the most recommended supplier in our sector.

    Our team of 4,500 employees supports more than 10,000 customers worldwide from a network of local offices and through our growing ecosystem of partners.

    For more information, visit: IFSworld.com

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