The purpose of this position is to actively work with the IFS Americas regional sales process by creatively engaging with prospects, identifying the value of the solution being offered, and developing an outcome-based implementation plan to boost the generation of significant sales revenue and gross revenue of IFS, The Business Value Architect works with Business Solution Consultants (Presales) and Regional Account Managers (Sales) to understand a prospect’s business needs, the solution being offered, how to quantitatively and qualitatively demonstrate the value of the solution to the prospect and generate an outcome-based implementation proposal.
General duties include assisting with the reply to Request for Proposals (RFPs), developing and presenting the value of the application software solutions offered in the context of the needs of the prospect, and conveying how the solution will benefit and provide significant value to the prospect through the implementation proposal.
Key Objectives (General)
As an IFS Business Value Architect, you, mutually with the Business Solution Consultants, play a vital role in generating significant sales revenue and gross margin for IFS. A Business Value Architect is a professional representative of IFS. The right candidate is expected to be knowledgeable in IFS Applications and in the use of IFS Applications for targeted prospects and customers.
- Conduct prospect surveys with the sales team to identify customers' and prospects' key business issues and benefit opportunities.
- Work with the Business Solution Consulting (BSC) team to develop business value-focused demonstrations aligned with customer’s/prospects key business initiatives.
- Assess the level of fit, especially in terms of implementation needs, and relate key business issues to IFS functionality.
- Prepare and present compelling implementation strategies and quotes, positioning IFS as the lowest-cost solution driving the most business value.
- Be prepared to create a high-level customer-facing business case that is based on limited customer or industry information in an expedited accurate & concise manner with little guidance or assistance.
- Assist in setting good customer expectations.
- Position Business Value Assessments with prospects/customers to different IFS’s Outcome-Based Implementation Methodology
- Lead Business Value Assessments with the assistance of IFS RAM’s and BSCs to develop an Outcome-Based Implementation Plan
- Ensure that a business case or strawman business case is created where possible (Value Engineering)
- Assist the Sales Cycle in developing Sales Strategies.
- Perform presentations to existing customers for add-on license sales, upgrades or Maintenance Plan retention focusing on the target business benefit the customer could receive.
- Participate with the rest of the organization by playing a vital role in generating significant sales revenue for IFS.
- Provide coordination with and facilitation with NA services sales team.
- Assist in mentoring other Business Value (Services) Architects in areas of expertise.
- Participate in establishing and developing partnerships, in the area of implementation, 3rd party value-added product partners, and integrators.
- Positioning IFS Business Partners in relationship to prospects and customers.
- Significant travel may be needed.
- Excellent knowledge of enterprise business software architectures, deployment models, and technical platforms
- Familiarity with ERP, EAM, and Field Service solutions
- Good working knowledge of industry needs, norms, and general expectations related to ERP / Enterprise Asset Management/ Field Service solutions.
- Strong working knowledge of, and experience with, sales and software demonstration processes and protocols
- The ability to speak in a clear and concise manner with the entire sales team including the business value team.
- The ability and desire to learn a new software application for building business value cases.
- The ability to present before a group, in a comfortable manner, and sometimes under pressure.
- Able to work in a dynamic environment, with frequent schedule and requirement changes.
- Bias toward being proactive rather than reactive.
- BA/BS and/or equivalent required; a master’s in business administration with a Finance focus would be beneficial.
- 10 years of Enterprise Resource Planning (ERP) Application Software practice is required.
- 5 years of pre-sales experience is required; additional pre-sales ERP demo experience would be highly valued.
- Minimum of 1 year of IFS Application experience required, 5 years’ experience preferred.
What We’re Offering
- Salary Range: $130K - $160K + Variable 40% of base offered
- Flexible paid time off, including sick and holiday
- Medical, dental, & vision insurance
- 401K with Company contribution
- Flexible spending accounts
- Life insurance and disability benefits
- Tuition assistance
- Community involvement and volunteering events
M/F/Disabled/Vet VEVRAA Federal Contractor. We are a Drug-Free Workplace. Interested candidates should apply at: www.ifs.com/about/careers-at-ifs
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer
