As Junior Account Executive, you will prospect, qualify, sell, and close new business opportunities to prospects with high potential. As a dynamic, self-motivated sales professional, you will operate as part of the sales team, gaining knowledge and developing their own client portfolio, bringing a Point of View to customer engagement and utilising all available resources to solve customer challenges with appropriate IFS products.
Key Responsibilities:
Annual Revenue
- Achieve or exceed assigned revenue targets.
Sales Strategies
- Develop effective and specific account and territory plans to meet revenue target delivery and sustainable growth.
- Build relationships with new and existing customers, leveraging these connections to uncover and drive opportunities.
- Utilise benchmarking and ROI data to enable customers’ decision-making processes.
Trusted Advisor
- Establish and foster strong relationships with prospect decision-makers and influencers at all levels.
- Demonstrate an ability to comprehend customer challenges and propose solutions that deliver measurable value.
Industry and Business Acumen
- Understand each prospect’s industry, technology footprint, strategic growth plans, and competitive landscape.
- Research public information (e.g., earnings statements, press releases) to remain informed about customer industries and trends.
Pipeline Growth
- Work with BDRs to develop and execute business plans that address prospect priorities and challenges to increase pipeline.
Daily Activities
- Identify business opportunities by researching and evaluating prospects within the territory.
- Engage with prospects to build relationships, appreciate their needs, and propose tailored solutions.
- Track industry trends, market activities, and competitor developments to identify potential opportunities and threats.
- Drive incremental pipeline, adding pipeline to the value of your annual quota each quarter (5 x coverage).
- Maintain high standards of service by adhering to organisational guidelines and best practices.
- Participate in training workshops and professional development activities to enhance skills and market knowledge.
Sales Process
Demand Generation, Pipeline, and Opportunity Management
- Actively maintain and grow a pipeline of opportunities through disciplined planning and execution.
- Collaborate with internal teams and external partners to identify and develop sales leads.
- Use IFS solutions, including Industry Solutions and technology offerings, to address customer needs effectively.
Sales Execution
- Drive opportunities through the sales cycle with clear strategies and execution plans.
- Deliver impactful presentations and proposals tailored to each customer’s needs.
- Participate in IFS promotional events and campaigns to enhance brand visibility within the territory.
Sales Excellence
- Engage in value-driven sales discussions that align with customer priorities.
- Use CRM tools to maintain accurate customer and pipeline information.
- Demonstrate an understanding of IFS competitors and effectively position IFS solutions against them.
- Adopt and apply best practice sales models to maximize results.
- Proven ability in sales, business development, or a related role.
- Basic knowledge of enterprise software or technology solutions, with the ability and willingness to learn quickly.
- Strong interpersonal and communication skills with the ability to build relationships at all levels. Proven ability to work independently and manage multiple priorities in a fast-paced environment. Motivated to grow into senior sales roles and thrive in a consultative sales environment.
We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.
