The Key Account Director's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers with high potential. The Key Account Director brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate IFS products.
Responsibilities
- Generate revenue from license sales, and/or cloud subscription
- Work within an assigned multi-state territory of firms within an assigned vertical or space (typical revenue of target clients is $500M - $5B)
- Lead the execution of the sales cycle from inception to close
- Direct marketing and business development resources within the assigned territory and work with those resources, and taking personal action, to identify and win business.
- Develop and maintain relationships with key influencers and consulting firms
- Sell directly to executive level decision-makers
- Utilize business partners to supplement offerings and provide implementation services
- 5+ years of relevant outside sales and new business development experience based on complex software sales: EAM experience or experience in related fields:
- Field Service Management (FSM)
- Enterprise Resource Management (ERP)
- Asset Performance Management (APM)
- Preferably with a strong understanding of EAM, workforce scheduling, GIS, maintenance strategy and reliability engineering.
- Experience with a long, complex sales process (6-9 months) and an average deal size of $400,000-$500,000+ in software license sales
- Experience in selling solutions into asset intensive industries including (not limited to) refining, electric generation, electric & gas transmission and distribution, transport & logistics.
- Ability to carry a quota, and a proven record of consistent quota achievement
- Ability to communicate with and effectively persuade C-level decision makers, and quickly articulate IFS’ value proposition.
- Ability to handle multiple buying influences and sell licenses and services together
- Selling directly and working closely with influencers.
- Ability to work in a team environment with solution experts
- Strategic value selling capability (Spin, complex sale, TAS, etc)
- Personal characteristics: quick learner, good problem solver and decision maker, think quickly on your feet, excellent communication skills, assertive personality, strong initiative, dogged persistence, enthusiasm, thrives in a fast paced environment, adaptable, entrepreneurial spirit
- Bachelor’s Degree in Business, Computer Science, Engineering or Accounting
- Travel 50-60%
What We’re Offering
- Salary Range: $120k-$140k+100% variable
- Flexible paid time off, including sick and holiday
- Medical, dental, & vision insurance
- 401K with Company contribution
- Flexible spending accounts
- Life insurance and disability benefits
- Tuition assistance
- Community involvement and volunteering events
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.
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
