Account Executive (Install Base Sales – Enterprise Service Management (ESM))

Company Description

IFS is a billion-dollar revenue company with 6000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

Job Description

We are looking for a hungry, focused and resilient farmer salesperson with great collaboration and sales execution skills to help grow the business across existing customers in the Enterprise Service Management (ESM) Business Unit. 

In the ESM organization you will play a vital role in driving revenue growth by identifying and pursuing new opportunities at our existing customers. You will be entrepreneurial in nature and excel at building a relationship network, creating pipeline and closing opportunities. By using a consultative approach to value-based selling you will use your industry knowledge, business acumen and expertise in enterprise software sales to identify and qualify deals, leading to sales opportunities within our existing customer base. 

This position offers an excellent opportunity to learn the intricacies of software sales while contributing to the success of a rapidly growing company.

Responsibilities

• Strong sales execution and continued sharpening of these skills
• Prepare, own, and maintain Territory Plan for targeted accounts
• Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts
• Own the end-to-end sales process including demand generation, understating customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change and winning business, and utilizing resources within a matrix organization to get the job done.
• Owning the annual sales targets and delivering as per the quarterly budget
• Continued pipeline building and demand generation activities to achieve 4x pipeline coverage
• Liaison with Sales leadership and Global teams to build a strong internal network and collaboration
• Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting

Qualifications

You will demonstrate:

• In-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographic market within the assigned industries and accounts across the market unit
• Proven ability to consistently meet and over-achieve quota
• Ideal strong understanding of Enterprise Service Management, IT Service Management (ITSM) or IT Operations Management (ITOM) best practices and methodologies (ITIL, ITSM, etc.).
• In-depth knowledge of ESM solutions, architecture, and capabilities, with the ability to translate technical concepts into clear and concise language for diverse audiences.
• An entrepreneurial mindset with innate curiosity and resilience
• Ability to challange the status quo to broaden the customer relations ship
• Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
• Willingness