The purpose of this position is to actively support 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 support the generation of significant sales revenue and gross revenue of IFS, The Business Value Architect works together 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 responsibilities include assisting with the response 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, convey 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 Team Lead, you, together 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. He/she is expected to be knowledgeable in IFS Applications and in the use of IFS Applications for targeted prospects and customers.
It is expected that employees equitably conduct their activities according to IFSNA Code of Conduct, IFS Philosophy and Policy as enunciated by the executive team and the President from time to time.
Essential Functions:
Conduct prospect surveys with the sales team, to identify customer and prospect’s 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 degree of fit, especially in terms of implementation requirements, and relate key business issues to IFS functionality.
Prepare and present compelling implementation strategies and quotes, positioning IFS as the low total-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 support.
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 traveling may be required.
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 requirements, 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 communicate 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 would be greatly appreciated.
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 experience is required; a master’s in business administration with a Finance focus would be beneficial.
10 years of Enterprise Resource Planning (ERP) Application Software experience 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 is required, 5 years’ experience preferred.
At 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.
With 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.
If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.
What We’re Offering
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
