The Enterprise Sales Account Executiveâs primary responsibilities include prospecting, qualifying, selling and closing new business to net new prospects with high potential, across core IFS industries including Energy, Utilities & Resources. They bring a unique energy and mentality to business development throughout their territory, finding, developing and closing largeâscale transformation projects.
We are looking for a dynamic, selfâmotivated senior sales executive with the following characteristics:
Core Responsibilities
- Annual Revenue â Achieve / exceed quota targets.
- Sales strategies â Develop effective and specific account and territory plans to ensure revenue target delivery and sustainable growth, including where relevant within Energy, Utilities & Resources.
- Trusted advisor â Build strong management and Câlevel relationships based on customer understanding, value creation and enterprise software expertise.
- Customer Acumen â Understand each customerâs technology footprint, growth plans, technology strategy and competitive landscape. Stay current on industry trends impacting target accounts, including those in Energy, Utilities & Resources.
- Territory & Account Leadership â Own the territory, account relationships, prospect profiling, and sales cycles. Encourage accounts to become IFS references.
- Business Planning â Deliver strategic business plans addressing customer priorities and pain points, supported by benchmarking and ROI insights.
- Build business by identifying and selling to prospects; maintaining longâterm client relationships.
- Identify business opportunities through analysis of market position and industry dynamics.
- Engage prospects, cultivate relationships, and recommend tailored solutions.
- Maintain relationships by providing support, information, insights, and recommendations.
- Identify product improvements or new solutions based on industry trends and competitive activity.
- Prepare reports by collecting, analysing and summarising information.
- Uphold quality service by adhering to organisational standards.
- Maintain professional knowledge through ongoing learning, networking, and industry engagement.
- Contribute to team success as needed.
Demand Generation, Pipeline & Opportunity Management
- Follow a disciplined approach to pipeline hygiene and maintain a rolling, accurate pipeline.
- Leverage Marketing, Inside Sales, Partners and Channels to drive pipeline generation, including opportunities emerging from Energy, Utilities & Resources.
- Bring the full IFS solution portfolio into sales cycles: industry solutions, CRM, SCM, PLM, EOI, EAM, MRO, analytics, mobility, and related technologies.
- Progress and close opportunities through effective execution of sales strategy and roadmaps.
- Support IFS promotions, campaigns and events within the territory.
Sales Excellence
- Sell value at every stage of the customer engagement.
- Conduct whitespace analysis and execute upâsell and crossâsell initiatives.
- Orchestrate resources across preâsales, consulting, marketing and partners to deliver winning engagements.
- Apply bestâpractice sales methodologies.
- Understand competitive offerings and effectively position IFS â including industryâspecific competitors in Energy & Utilities segments.
- Maintain accurate customer and pipeline data within CRM.