Global Strategic Initiatives Executive, Large Enterprise

Company Description

IFS is a billion-dollar revenue company with 7000+ 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

GSI Executives lead or support an Account Team during the various stages of the Deal Cycle.  The individual will participate in various portions of the following phases:  Strategy, Deal Structuring, Negotiations, and Closure.

Strategy: 

· Work with the Account Teams on key strategic deals. 

·  Lead or support the execution of the deal setting objectives and analyzing key  corporate data (such as Corporate reports, Board Members, and eco-system). 

· Formulate, set, and manage strategy with the account team to accelerate the sales cycle

· Confirm key decision-makers and their decision-making process

·  Identify key levers to create compelling events to drive closure

·  Advise and discuss competitive positioning

Deal Structuring:

· Understand the business objectives and will lead or support the account team to create a deal structure that maximizes the opportunity's value and achieves IFS’s business objectives. 

·  Prepares the Bill of Materials, Cash Flows, and other documents supporting the optimal structure. 

·  Coordinate the various internal IFS stakeholders (e.g., Revenue Recognition, Pricing, Legal) to gather data and obtain approvals for the deal structures.   

·  Advise and construct optimal commercial structure addressing competition and customer requests while preserving revenue recognition and IFS value

· Create existing landscape overview

·  Lead or support the presentation of the proposal to the customer

·  Develop a strategy for pricing and discount structure to maximize value

·  Analyze and confirm the scope of the Bill of Materials

·  Formulate competitive financial models (e.g. cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity

Negotiations: 

·  Experience in coordinating internal stakeholders to support the account teams during ongoing customer negotiations, including commercial aspects of the deal structure.

· Understands issues pertaining to Revenue Recognition, Pricing, Commercial, and Legal, in order to secure optimal results and deal execution.

· Lead or support negotiations of terms and conditions of the Software License and Services Agreement

·  Finalize internal proposal approval

·  Facilitate the release of proposals/contracts

·  Define joint close plan

·  Coordinate various IFS Teams (e.g. RevRec, Contracts, Pricing, Finance) for deal involvement and input/evaluation

·  3rd party negotiators experience

Closure: 

·    Able to lead or support the final closure of contractual/legal issues for the deal.

·    Finalize terms and conditions with the customer

·    Deliver executable contracts

·    Ensure customer commitment and signature

·    Receive and review signed contracts

·    E