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Staines-upon-Thames, Surrey, United Kingdom IFS Full timeJob Title: Enterprise Sales Account ManagerThe Enterprise Sales Account Manager plays a critical role in driving revenue growth and expanding IFS' presence in the market. This position requires a seasoned sales professional with a proven track record of success in selling complex business software solutions to enterprise customers.Key...
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Enterprise Account Manager
4 months ago
We are looking for a dynamic, self-motivated senior sales executive with the following characteristics:
Annual Revenue - Achieve / exceed quota targets.nSales strategies - Develops effective and specific account & Territory plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organisation.nTrusted advisor - Establishes strong management and CXO relationships based on knowledge of customer requirements and commitment to value and existing knowledge of Enterprise SW solutions. Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.nCustomer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review 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.nTerritory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.nBusiness Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize bench-marking and ROI data to support the customer’s decision process.nBuilds business by identifying and selling prospects; maintaining relationships with clients.nIdentifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options.nSells products by establishing contact and developing relationships with prospects; recommending solutions.nMaintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.nIdentifies product improvements or new products by remaining current on industry trends, market activities, and competitors.nPrepares reports by collecting, analyzing, and summarizing information.nMaintains quality service by establishing and enforcing organization standards.nMaintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.nContributes to team effort by accomplishing related results as needed.
Demand Generation, Pipeline and Opportunity ManagementnPipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.nPipeline partnerships – Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.nLeverage IFS Solutions – 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)nAdvance and close sales opportunities - through the successful execution of the sales strategy and roadmap.nSupport all IFS promotions and events in the territory
Sales ExcellencenSell value.nMaintain White Space analysis and execution of initiatives (up sell and cross sell) with TerritorynOrchestrate resources: deploy appropriate teams to execute winning sales.nUtilize best practice sales models.nUnderstand IFS’ competition and effectively position solutions against them.nMaintain CRM system with accurate customer and pipeline information.
QualificationsnExtensive years of experience in sales of complex business software / IT solutions / start-up and/or management consulting experience with a value sell mentalitynEnterprise Software experiencenProven track record in complex sales at C-level with a collaborative and impactful mannernDemonstrated success with large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market.
Additional InformationnAt IFS you will work in a growing, global enterprise software company where informal hierarchies promote simplicity and trust with responsibility. We strive to deepen our expertise by taking on challenging and varying work assignments in a collaborative environment together with committed colleagues.nWith professionalism and a strong customer focus in everything we do, from R&D to Sales and Consultancy, we are proud to serve world-class customers all over the globe with our leading products.nWe are an equal opportunity employer and value diversity at our company.
