Director of Sales, Enterprise Service Management

Company Description

IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award-winning enterprise software solutions throughthe use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters–at the Moment of Service™.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 accept that there are so many different perspectives in this world.

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

Job Description

We seek a sales manager for our ESM organisation across the USA.  The function comprises provides expertise, oversight and deep industry knowledge supporting targeted deals with and through our partner and direct enterprise sales team across our geography within a global, regional and localized matrix structure. 

This is a highly customer facing role and responsible for delivery of exceptional “moments of service” and functional expertise. The ideal candidate has a high degree of genuine customer orientation and has likely worked in high profile positions across sales management with a proven sales and delivery.

• Direct the execution of sales efforts and initiatives within targeted markets
• Act as first line manager of sales team in the US
• Achieve and exceed quota target through successful execution of sales strategy and account planning
• Develop and coordinate sales selling cycle and methodology
• Collaborate with marketing, sales management and other internal functional groups to identify and develop new customers for ESM
• Work with installed base account executives to cross sell the ESM product
• Provide an accurate forecast that supports the management of the company’s cash flow targets and develop annual sales plan strategies and plans to accomplish or exceed corporate goals which drive the increase of revenue and profitability.
• Manage and build a rolling pipeline and identify opportunities and new project development.
• Identify and measure leading indicators on a regular basis to motivate ideal behaviors within the sales team
• Ownership of building and successfully delivering against annual budgets and monthly P&L forecasts. 
• Drive and coordinate the go-to-market and sales activities for our ESM Business Unit in existing and new customers. 
• Actively build and manage the sales pipeline, adopting global sales campaigns and execute across the region 

• Get personally and tangibly involved in strategic accounts and opportunities. 
• Ensure delivery compliance with the respective best practices, policies, and guidelines, and proper project financial and revenue recognition management. 

Qualifications

• Strong customer focus and service excellence commitment.
• University education or relevant professional hands-on expertise. 
• Proven multi-year business success 
• Good understanding of ESM solutions and the respective service management market. 
• Good understanding of holistic, IT enabled business transformation, and how to develop and sell its value proposition. 
• Pronounced customer engagement and communication skills at both senior management and executive levels. 
• Distinct organizational and people leadership skills and a natural acumen to transformational change.  

• Solid knowledge of ESM project delivery as well as software maintenance & support processes. 
• Natural curiosity, resilience and tenacity with a desire to succeed and see others do likewise  
• Comfort at a strategic and hands on operating level 
• Fluent business English.

Additional Information

At IFS you will work in a growing, global enterprise software company where informal hierarchies promote simplicity and trust with responsibility. We strive to deepen our expertise by taking on challenging and varying work assignments in a collaborative environment together with committed c