Account Executive

3 tygodni temu

Warszawa, Mazovia, Polska TN Poland Pełny etat

Job Title: Account Executive (Install Base), Warsaw

Client: IFS

Location: Warsaw, Poland

Job Category: Other

EU work permit required: Yes

Job Reference: 0cb891fd3260

Job Description:

We are seeking a focused and resilient sales professional with strong collaboration and execution skills to drive business growth across the market unit.

The Sales Account Executive will be responsible for developing, prospecting, qualifying, selling, and closing new business with medium & large companies. This role will involve managing the sales cycle, utilizing all available resources to solve customer problems with appropriate IFS products, and increasing revenue through Sales and Software License, Cloud Subscription Revenue, and Customer Engagement.

Key Responsibilities:
  • Account and Customer Relationship Management, Sales Process Management: Software License, Maintenance, Cloud Subscription Revenue, and Premium Services Selling.
  • Sales Strategies: Develop effective account plans to ensure revenue target delivery and sustainable growth, and establish relationships with customers to drive strategy throughout the organization.
  • Trusted Advisor: Establish strong relationships based on knowledge of customer requirements and commitment to value, building a foundation for future business opportunities and accurate account information and coaching.
  • Customer Acumen: Understand each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape, and stay updated on key industry trends and issues impacting the prospect.
  • Territory and Account Management: Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles, encouraging all accounts to become IFS references.
  • Business Planning: Develop and deliver comprehensive business plans to address customer priorities and pain points, utilizing benchmarking and ROI data to support the customer's decision process.
Demand Generation, Pipeline, and Opportunity Management:
  • Pipeline Planning: Maintain a rolling pipeline and keep it current, moving up the pipeline curve.
  • Pipeline Partnerships: Leverage support organizations, including Marketing, inside sales, Partners, and channels, to funnel the pipeline into the assigned territory.
  • Leverage IFS Solutions and Services: Be proficient in and bring all IFS offers to bear on sales pursuits, including Industry Solutions, LOB solutions technology solutions, and Premium services.
  • Advance and Close Sales Opportunities: Through the successful execution of the sales strategy and roadmap.
  • Support All IFS Promotions and Events in the Territory.
  • Sell Value.
  • Orchestrate Resources: Deploy appropriate teams to execute winning sales.
  • Utilize Best Practice Sales Models.
  • Understand IFS' Competition: Effectively position solutions against them.
  • Maintain CRM System: With accurate customer and pipeline information.
Leading a Virtual Account Team:

This role will require leadership skills in the orchestration of remote teams, ensuring account teams and partners are well-versed in each account's strategy and positioned for all customer touch points and events, maximizing the value of all sales support organizations, and developing long-term relationships with customers.

Requirements:
  • Demonstrate Leadership Skills in Orchestration of Remote Teams.
  • Ensure Account Teams and Partners Are Well-Versed in Each Account's Strategy.
  • Maximize the Value of All Sales Support Organizations.
  • Develop Long-Term Relationships; Anticipate Customer Needs and Ensure High Customer Satisfaction.
  • Exceptional Communication Skills, Both Written and Verbal, as Well as Advanced Presentation Skills.
  • Commercially Savvy; Identify ROI for the Customer Using Business Value Engineering Techniques.
  • Consistent Overachievement of Sales Quota and Revenue Goals.
  • Calm Under Pressure; Acts as a Problem Solver.
  • Live the IFS Values.
Qualifications:
  • University Degree or Equivalent Professional Qualifications in a Field Relevant for the Functional Area or Responsibility.
  • 3+ Years of Experience in Sales or BDR Offerings of Complex Business Enterprise Software Solutions with a Value Sell Mentality.
  • Experience in a Team-Selling Environment.
  • Demonstrated Success with Lead Generation for Large Transactions, Transformation, and Lengthy Sales Campaigns in a Fast-Paced, Consultative, and Competitive Market.
  • Experience in One of the Following Core Industries: Manufacturing, Engineering, Construction & Infrastructure, Service.
  • Business-Level English: Fluent, Business Level.
  • Local Language: Polish Language - Fluent.

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