Strategic Account Executive (new business) DACH

Company Description

IFS is a billion-dollar revenue company with 7500+ 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

We are looking for an experienced, focused and resilient strategic deal salesperson to close high value deals within named accounts in your respective market unit. The ideal candidate will have a track record of closing large enterprise deals and be able to demonstrate collaboration and sales execution skills, both internally and externally, within past sales cycles.

As a net new sales executive hunting into a focused list of strategic target accounts, you will be entrepreneurial in nature and excel at building c-level relationships, growing pipeline, creating and closing new opportunities within an industry focused list of named accounts.

By using a consultative approach to value-based selling, you will lead with IFS's award winning solutions to demonstrate intrinsic value to your target customers. You will use your industry knowledge and enterprise software sales expertise to identify and qualify deals, leading to sales opportunities within new strategic accounts as defined within your sales territory.

The role is positioned within a high-growth market unit. This is an organisation going through transformational growth (organic and inorganic). We are an ever-evolving business, challenging and disrupting the industry standards which are too often accepted by some of our competitors in the global enterprise software space.

Our go-to-market strategy is focused on geographical and key industry verticals within a matrixed sales organization. 

Responsibilities

• Strong sales execution and continued sharpening of these skills
• Prepare, update, own and execute the Go -To- Market Strategy for nominated industries
• Prepare, own, and maintain Territory Plan for target 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 your named strategic accounts, creating joint sales plays that accelerate deal cycles and maximize value while providing strong delivery plans that lead to happy referenceable customers
• Owning the annual sales targets and delivering consistently as per the quarterly linearity budget
• Continued pipeline building and demand generation activities to achieve 5x 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

Qualifications

You will demonstrate:

• Relevant industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographical market within the assigned industries and accounts across the market unit
• An entrepreneurial mindset with innate curiosity and resilience
• Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
• Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
• Proven ability to consistently meet and over-achieve quota
• Working with partners/partner managers to influence C-level executives and close business
• Strong written and verbal communication skills in English and a local language relevant to the market geography 
• Comfort working within a matrix-rich organisation, building relationships, and finding support to get the job done.

If you are the type of sales professional that leads from the front, has an acute ability to execute against an agreed plan with a desire to have unlimited earnings, this role could be the right one for you. IFS is growing more than 30% year on year – this is the best place to be if you would like to further your career and close large deals within a market leading company.

Additional Information

We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.

IFS prides itself on its culture and values: trustworthy, agile and collaborative. IFS has been in the industry for more than 30 years and with 6 consecutive years of rapid growth, its imperative that IFS doesn’t just maintain but continues to invest in its positive culture. This is achieved through smart recruitment, training programs, company policies, expectations of managers and employees and a focus on diversity, sustainability and a balanced work / life integration.