The Sales Manager - Installed Base's primary responsibilities include leading and motivating a high performing team whose priorities include prospecting, qualifying, selling and closing new business to existing customers. The Installed Base Sales Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate IFS products and Services. The Installed Base Sales Manager has accountability for increasing revenue of all IFS solutions through Software License, Cloud Subscription Revenue, Premium Engagement Services and retention activities.
Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
- Annual Revenue - Achieve / exceed quota targets.
- C Level access – ability to access C Levels, involving IFS Executive Sponsors.
- Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organisation.
- Political acumen – ability to understand Customer’s powermap, internal and external influencers.
- Trusted advisor - Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review and analyse public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.
- Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilise benchmarking and ROI data to support the customer’s decision process.
Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Pipeline partnerships – Leverage support organisations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
- Leverage IFS Solutions – Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (ERP, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Support all IFS promotions and events in the territory
Sales Excellence
- Sell value.
- Define and position IFS Unique Business Value to address Customer requirement and v’s competitors.
- Qualify opportunity (business driver, compelling event), competition, power map and decision process.
- Involve Partner Ecosystem to secure business.
- Create, maintain and leverage the Customer Account Plan to expose, share and develop IFS vision for the customer, both inside IFS as well as with partners and ultimately with the customer.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales.
- Utilise best practice sales models.
- Understand IFS’ competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
People Leadership
- Drive long term employee success with a focus on coaching, development, and building a high-performance team
- Full ownership for recruiting, onboarding and training new team members
- Position the team to grow successfully beyond its current targets, increasing the revenue of the team year on year.
- Displays passion on the job: act as a role model for the team, show authentic behavior, demonstrate best practices and encourage team members to grow and overachieve, ensuring successes are shared and celebrated
- Develops salesperson competence and capability, working in partnership with the Academy to continuously improve internal programs
- Pro-actively addresses any performance issues, working in partnership with Country HR experts
- University degree, or equivalent professional qualifications, in a field relevant for the functional area or responsibility.
- Significant of experience in sales of complex business software / IT solutions / start-up and/or management consulting experience with a value sell mentality.
- Significant experience in a similar senior key account manager/leadership role, managing and leading a sales team to overachieve against targets
- Significant people management experience and demonstrable experience with hiring, development and retention of top talent and building a high performing, target focused team
- Proven track record in complex sales at C-level with a collaborative and impactful manner.
- Experience in lead role of a team-selling environment.
- Demonstrated success with large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market.
- Experience in one of our five core industries (Aerospace & Defense, Energy, Utilities & Resources, Engineering, Construction & Infrastructure, Manufacturing, Service)
- Excellent presentation and executive engagement skills
- Business level English: Fluent
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.
