Client Services Partner( Consulting Services Presales)

Company Description

At IFS you will work in a growing, global enterprise software company built upon committed and empowered colleagues who come to work knowing they are making a difference. We work every day within our single platform and embedded digital innovation to help our customers be their best when it really matters to their customers – at the Moment of Service™. We take pride in ensuring that our employees are able to achieve the company goals as well as develop their career. We believe empowered autonomy, committed colleagues and being part of a winning team are the keys to our success and what makes us great!

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.

Job Description

SUMMARY

The Client Services Partners (CSP) are a key partner to our sales teams and customers, they bridge the gap between translate desired outcomes, to portfolio offerings, to executable agreements that deliver value across the lifecycle and executing agreements that deliver the desired outcomes through the entire customer lifecycle. A person in this role has the entire IFS Services Portfolio in their kitbag (project consulting, support, maintenance, cloud services, success and IFS academy) and is responsible for the integrity of how our portfolio of offerings is taken to market and applied in practice with customers. Client Service Partners report into a regional team and are primarily focused on a defined geographic territory, for this role the Eastern Europe markets. This role is based in Poland

The Client Services Partner is dedicated to supporting the sales organisation with the packaging, positioning and attach of services, based on a common understanding of what the customer is trying to achieve in the short- and long-term, and also ensuring that the IFS proposals follow best practice and minimise risk to customer and IFS. The Client Services Partner will closely collaborate with the Client Services Specialists to drive the content of the bids. For avoidance of doubt, the IFS account manager owns the customer relationship and end to end commercial responsibility (including for services). The positioning/packaging, commercial modelling advisory comes through the Client Services Partner.

Expected behaviours:

• Trusted Advisor: Establish a consultative, trusted and strategic advisor relationship with the sales teams, our customers and Customer Success Management teams to help drive continued value for our customers.
• Shift to Subscription: While the account managers own the commercial strategy and responsibility for closing an opportunity, the Client Services Partner will help to drive shift to subscription (recurring revenue models) for services in line with IFS’ wider strategy.
• Growth & Integrity: Operate with a sales growth mindset blending value for the customer with IFS revenue/profitability goals, and IFS service integrity.
• Ensure compliance, process and procedure are adhered to.
• Multiplier; Stay enabled and up to date on the latest offerings through attending clinics, mandatory enablement, events and maintaining a personal development plan. 

Expected activities:

• Position and package all IFS services offerings (project consulting, support, maintenance, cloud services, success and IFS academy) for Net New, Install Base and Key Account segments.
• Establish an end-to-end service offering for each bid incorporating all relevant IFS services.
• Establish the realistic and optimal implementation/upgrade/Success approach for each bid and customer: Partner-led, IFS-led or hybrid, early in the sales cycle. Escalate where any risks as appropriate.

Qualifications

OVERALL REQUIRED COMPETENCE 

• The Client Services Partners enjoy the challenge of being the key driver, influencer, engager and motivator in Services Sales cycles, while governing both short and long terms revenue realization objectives along with set KPI’s for a designated territory.
• Be open for inputs from customer success function, architect team and sales regarding services portfolio.
• Remain familiar and up to date with all aspects of the services portfolio and be able to position and sell successfully.
• Ability to operate in a fast-paced, decentralized, geographically and culturally diverse teams.
• Self-driven and proactive in nature. 

REQUIRED EDUCATION & EXPERIENCE 

Essential: 

• 5+ years of experience in a customer facing role.
• Professional experience as Project Manager, Implementation Architect or Customer Success Manager
• Proficiency in English Language and