Key Account Manager – EC&I and Service At IFS Paris, France

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  • Post Date: February 3, 2022
  • Applications 0
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Job Overview

Key Account Manager – EC&I and Service

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Company Description

IFS develops and delivers enterprise software for customers around the world who manufacture and distribute goods, build and maintain assets, and manage service-focused operations.

The industry expertise of our people and solutions, together with a commitment to delivering value to every one of our customers, has made IFS a recognized leader and the most recommended supplier in our sector.

Our team of 4,000 employees and growing ecosystem of partners support more than 10,000 customers around the world challenge the status quo and realize their competitive advantage. Learn more about how our enterprise software solutions can help your business today at ifs.com.

IFS develops and delivers enterprise software for customers around the world who manufacture and distribute goods, build and maintain assets, and manage service-focused operations. The industry expertise of our people and solutions, together with a commitment to delivering value to every one of our customers, has made IFS a recognized leader and the most recommended supplier in our sector. Our team of 4,000 employees and growing ecosystem of partners support more than 10,000 customers around the world challenge the status quo and realize their competitive advantage. Learn more about how our enterprise software solutions can help your business today at ifs.com.

Job Description

The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers with high potential.  The Key Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate IFS products and Services. The Key Account Manager has accountability for increasing revenue of all IFS products/solutions through Software License, Cloud Subscription Revenue and Customer Engagement and retention activities.

Qualifications

Essential duties and Accountabilities;

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue

  • Annual Revenue – Achieve / exceed quota targets.
  • C Level access – ability to access C Levels, involving IFS Executive Sponsors.
  • Sales strategies – Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organisation.
  • Political acumen – ability to understand Customer’s power-map, internal and external influencers.
  • Trusted advisor – Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise).  Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
  • Customer Acumen – Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review and analyse public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Territory and Account Leadership – Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.
  • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize bench marking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

  • Pipeline planning – Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
  • Pipeline partnerships – Leverage support organisations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
  • Leverage IFS Solutions – Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (ERP, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)
  • Advance and close sales opportunities – through the successful execution of the sales strategy and road-map.
  • Support all IFS promotions and events in the territory

Sales Excellence

  • Sell value.
  • Define and position IFS Unique Business Value to address customer requirements and v’s competitors.
  • Qualify opportunity (business driver, compelling event), competition, power map and decision process.
  • Involve Partner Ecosystem to secure business.
  • Create, maintain and leverage the Customer Account Plan to expose, share and develop IFS vision for the customer, both inside IFS as well as with partners and ultimately with the customer.
  • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
  • Orchestrate resources: deploy appropriate teams to execute winning sales.
  • Utilize best practice sales models.
  • Understand IFS’ competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.
  • Demonstrates leadership skills in the orchestration of the VAT (Virtual Account Team).
  • Ensure account teams (support and services, other Key Account managers) and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
  • Maximise the value of all sales support organisations

Overall Required Competence;

  • Develops long term C-level relationships; anticipates customer needs and ensures high customer satisfaction
  • Exceptional communication skills, both written and verbal as well as advanced presentation skills
  • Commercially savvy, identifies ROI for the Customer using Business Value Engineering techniques
  • Consistent over-achievement of sales quota and revenue goals
  • Calm under pressure, acts as a problem solver
  • Live the IFS Values

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 colleagues.

With professionalism and a strong customer focus in everything we do, from R&D to Sales and Consultancy, we are proud to serve world-class customers all over the globe with our leading products.

We are an equal opportunity employer and value diversity at our company.

Job Detail
  • Offered SalaryNot Specified
  • Career LevelNot Specified
  • ExperienceNot Specified
  • GenderBoth
  • INDUSTRYAccountancy, Banking and Finance
  • QualificationNot Specified
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