Sales Director, Services Success, Europe North and Central

Company Description

IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award winning enterprise software solutions through the 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 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.

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

Job Description

The Sales Director for Success Services (internally referred to as SSRL) - is the deal execution arm of IFS supporting the field and regional management in closing IFS strategic business – the primary focus area within this team is on the strategic services offerings, in particular IFS Success. The role of SSRL aids in identification, deal strategy, structuring, negotiation, and closure of large, complex, or highly competitive opportunities. The SSRL leverages both local and global knowledge as well as best practices from across the business. The ideal candidate will have a background in Software/ complex services sales and have a grounding in professional services.

This role will focus on driving the largest IFS Success deals in the Region. The role will operate at an executive level but still be expected to navigate operational details and be hands-on throughout the sales cycle.

The role will report regionally with guidance and support from the Global Success Team. This successful candidate will be strong in front of customers and is expected to represent IFS well to our clients up to C-suite level.

The SSRL will work with GCS (Global Customer Services) and the Account Teams on key strategic IFS Success opportunities. This will include ensuring that the opportunity pipeline is maintained and that opportunities are properly qualified. This person will support the execution of the deal by setting objectives and basing decisions on key corporate data and touch points

Deal Structuring:  The SSRL will be able to understand the customer business objectives and will drive the account team to create a deal structure that maximizes the value of the opportunity whilst achieving IFS’s business objectives.  This person will ensure that proper process is followed in order to achieve compliant deals that are deliverable and to manage the customer expectations appropriately ensuring that opportunities are not oversold.

Negotiations: The SSRL will have expertise in coordinating a diverse group of internal stakeholders to support the account teams and where necessary directly own customer negotiations, including commercial aspects of the deal structure. The person will be comfortable and have a good understanding of issues relating to Revenue Recognition, Pricing and Legal, in order to secure optimal results and deal execution.

Pipeline Management:  Critically assess and manage the health and quality of the pipeline, taking decisive action in partnership with sales and sales management to address opportunities.

Closure: The SSRL will drive and guide final closure of contractual/legal issues in order to achieve a pre-defined budgetary sales targets. This person will also be accountable for renewing existing opportunities when existing engagements expire. 

Coaching:  Scaling best practice approaches across key stakeholder groups, with focus on three key audiences: 1) Success Specialists, 2) Account Executives, 3) Client Service Partners. The SSRL will focus on the largest opportunities, the assets, approaches and case studies and success stories will be packaged for re-use and enablement for the teams tasked with driving deals of all sizes.    

To be successful in the role you will be:

• Able to demonstrate  ability as a strategic leader and coach
• Accomplished at managing executive and senior relationships
• Hands on commercial decision maker in an enterprise applications environment
• Expert in solution de