Sales Director DACH - Installed Base (m/f/d)

The Sales Director Installed Base DACH primary responsibilities include leading and motivating a high performing team whose priorities include prospecting qualifying selling and closing new business to existing and net new customers with high potential.  The Sales Director brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate IFS products and Services. The Sales Director has accountability for increasing revenue of all IFS solutions through Software License Cloud Subscription Revenue and Customer Engagement and retention activities.

Account and Customer Relationship Management Sales and Software License and Cloud Subscription Revenue as well as generating revenue through partners

•  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 organization.
• Political acumen ability to understand Customers 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 customers technology footprint strategic growth plans technology strategy and competitive landscape. Review and analyze 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. Utilize benchmarking and ROI data to support the customers 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 organizations including Marketing inside sales Partners 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 based on business process knowledge.
• Define and position IFS Unique Business Value to address Customer requirement and vs competitors.
• Qualify opportunity (business driver compelling event) competition power map and decision process.
• Involve and maintain a 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.
• Utilize best practice sales models.
• Understand IFS competition and effectively position solutions against them.
• Manage a team to operate based on a CRM system with accurate customer and pipeline information. Support in sales process efficiency and create execution excellence.

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

Qualifications :

• University degree or equivalent professional qualifications in a field relevant for the functional area or responsibility.
• At least a five years track record as a sales leader in complex B2B enterprise 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 management role of a team-selling environment.
• Demonstrated success with large transactions transformation and lengthy sales campaigns in a fast-paced consultative and competitive market.
• Experienced  in at least one of our five core industries (Aerospace & Defense Energy Utilities & Resources Engineering Construction & Infrastructure Manufacturing Service)
• Excellent presentation and executive engagement skills
• Business level of English and German at bilingual level

Additional Information :

IFS is the fastest-growing international business software vendor. You will work with the leading Enterprise Software experts and have exposure to the latest technologies. You can expect an open corporate culture and a pleasant working atmosphere.

• Lean and effective collaboration and decision-making structures.
• You enjoy a high degree of personal responsibility and creative freedom in realizing your own ideas in a global environment.
• Attractive salary with above-average additional benefits.
• Car Allowance and additional compensation for business trips.
• Company pension plan.
• Further training opportunities and intensive support during the induction phase.
• Flexible working hours and mobile working models - Work from wherever you want whether in the office or from home.
• 30 vacation days as well as additional special leave for birthdays and social commitment (CSR).

If you are a results-oriented sales leader with a passion for driving business growth and fostering strong customer relationships we invite you to apply for this exciting opportunity and join us shaping the future at the Moment of Service in the DACH market!

Sounds exciting

Then we look forward to receiving your complete application through our online applicant management system in English language stating your salary requirements and earliest possible starting date.

Interviews and selections will be carried out continuously. As a step in our recruitment process all candidates will undergo a DISC assessment (PPA) to help us understand our future employees please note that this is not a decision-making tool & is used to supplement our recruitment process.

We assure you explicit discretion and a comprehensive protection of your interests!

We respectfully decline all offers of recruitment and/or advertising assistance.

Remote Work :

No

Employment Type :

Full-time