IFS North America seeks a Key Account Manager with a passion for selling enterprise software and being a key leader. The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers with high potential. The Key Account Manager is “the face of IFS” to the customer, the “voice of the customer” to IFS, and manages all aspects of the account relationship.
The ideal candidate is assertive and entrepreneurial, seeking the opportunity to make a positive impact in a company with a growing presence in the North American business software market.
Responsibilities
- Annual Revenue: Achieve / Exceed quota targets by generating revenue from license, service and maintenance service sales.
- Leadership: Lead the execution of the sales cycle. Demonstrate leadership in the orchestration of remote teams. 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)
- Sales Strategy: Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers to drive strategy through organization.
- Trusted advisor: Establish strong VP and C-level relationships based on knowledge of customer needs and requirements and deliver a commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Build a foundation on which to harvest future business opportunities and accurate account information and coaching.
- Sales Excellence: Sell directly to executive level decision-makers based on VALUE. Maintain white space analysis and execution of initiatives (up sell and cross sell) on customer base. Understand IFS’ competition and effectively position our solutions to win.
- Pipeline Management: Follow a disciplined approach to achieve and maintain a rolling pipeline. Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
- 10+ years of experience in complex enterprise software sales including established accounts and new business development logo wins with a key focus on value selling.
- 10+ years of Defense and/or Aerospace industry sales experience required, including established relationships with prime defense contractors and service integrators
- 8+ years of experience selling ERP, EAM, and or PLM required
- Experience with a long, complex sales process (>9 months) and an average deal size of >$1M USD
- Experience with Government contracting processes and procedures
- Experience with Government source selection processes
- Ability to handle multiple buying influences and sell solutions
- Ability to lead in a team environment with solution experts
- Strategic value selling capability (SPIN, complex sale, TAS, Solution, etc.)
- Strong understanding of ERP technology
- Understands manufacturing, asset management, project management, project reporting, demand planning, EAM, MRO, MRP, defense manufacturing, heavy maintenance, supply chain management, spare parts management, fleet and asset management, etc.
- Personal characteristics: quick learner, strong leadership qualities, critical thinker, good problem solver and decision maker, excellent communication skills, assertive personality, strong initiative, gritty, enthusiastic, thrives in a fast-paced environment, adaptable, and has a strong entrepreneurial spirit
- Bachelor’s Degree in Business, Computer Science, or Engineering
- Willingness to travel as needed (could involve up to approx. 50% in addition to local day trips)
- Previous management experience is desired but not mandatory
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
