IFS’s long term success relies on a strong and dedicated partner community able to sell and deliver the IFS software promise. The Co-sell Partner Manager DACH is responsible for establishing, managing and growing the commercial relationships with one or a small group of IFS’s most strategic partners in the market unit. The purpose of this role is for the Partner Manager to leverage the Tier One or Tier Two partners’ customer base, market reach and capabilities to drive IFS software awareness, demand generation and new customer acquisition. This Individual is able and willing to generate additional IFS software pipeline in collaboration with their managed partners, based on these partners demand generation and Lead qualification activity in the market unit and develop and successfully close opportunities in tight collaboration with the partner.
Establishing processes to drive engagement and cadence, ensuring that the focused partner have awareness of IFS commercial offerings. Working to ensure partner demand generation activities are executed in a manner that achieves valuable pipeline and aligned with the campaigns that will drive the best results for the partner and IFS.
Success will be measured through achieving measurable commercial impact on the bookings and license revenue with these partners of IFS in the market unit. The role is positioned within a high-growth market unit. This is an organization 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.
We have offices in Erlangen and Stuttgart. But we are open for mobile working and home-office solutions in Germany.
Duties and Accountabilities
- Quota carrying role, accountable for meeting sales targets (bookings, licenses, maintenance, cloud services) with partners and their sales organization.
- Identify, develop and successfully close sales opportunities for ERP, EAM and ESM product lines and manage opportunities in close collaboration with the dedicated partners.
- Ensure high-quality sales execution for ongoing opportunities with direct and indirect support of our partners.
- Regular business planning and pipeline reviews with assigned partners
- Further expanding and developing partner management by planning and implementing marketing programs, events, and campaigns to increase interest and awareness among our partners' customers.
- Strong sales execution
- Prepare, update, own and execute the Go -To- Market Strategy with assigned partners
- Prepare, own, and maintain Partner Plan for assigned partners
- Prepare Account Plan including deal action cards, mutual closing plans and power maps for key accounts
- Own the end-to-end sales process including understanding customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change and winning business, and utilizing resources within a matrix organization across IFS and partner to close opportunities.
- 100% responsibility for owning the annual sales targets with partners and delivering as per the quarterly budget
- Continued pipeline building and demand generation activities to achieve 3x pipeline coverage with partner
- Liaison with IFS and partner Sales leadership and Global teams to build a strong 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
- Proven knowledge in quota carrying and /or partner management roles in the space of ERP, EAM, FSM and ESM or similar solutions.
- You appreciate the fundamental mechanisms of partner sales and direct sales and excel in lateral management.
- You are characterized with a motivated hands-on-mentality.
- You can convince and inspire your team (both in IFS and at IFS' partners) and external stakeholders by visions and ideas.
- You use your well-founded knowledge and application of common sales methods and concepts as your ingredients for sales success.
- You are comfortable in a dynamic environment that is - motivated by growth - in continuous change, but you are able to keep your focus.
- You have strong written and verbal communication and presentation skills, as well as professional appearance to build long-term relationships in the business.
- You enjoy being frequently on the road for business trips.
- You have business-fluent German and English language skills in spoken and written form.
- You have working knowledge of CRM systems and commitment to data hygiene and accurate reporting
- You show willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
- You have a track record of consistently meeting and over-achieving quota
- Comfort working within a matrix-rich organization, building relationships, and finding support to get the job done.
Benefits
IFS is the fastest-growing international business software vendor. You will work with the leading Enterprise Software experts and have exposure to the latest technologies. You can expect an open corporate culture and a friendly working atmosphere.
- Lean and effective collaboration and decision-making structures
- You enjoy a high level of personal responsibility and creative freedom in realizing your own ideas in a global environment
- Attractive salary with above-average additional benefits
- Car Allowance and additional compensation for business trips
- Company pension plan
- Further training opportunities and intensive onboarding during the induction phase
- Flexible working hours and mobile working models - Work from wherever you want, whether in the office or from home
- 30 vacation days as well as additional special leave for birthdays and social
- Responsibility (CSR)
Sounds exciting?
Then we look forward to receiving your complete application through our online applicant management system in English language, stating your salary requirements and earliest possible starting date.
Interviews and selections will be carried out continuously. As a step in our recruitment process, all candidates will undergo a DISC assessment (PPA) to help us understand our future employees, please note that this is not a decision-making tool, & is used to supplement our recruitment process.
We assure you explicit discretion and a comprehensive protection of your interests!
