As an Installed Base Account Executive, your mission is to expand the footprint of IFS solutions within existing customer accounts. You will cultivate long-term partnerships, ensuring customers derive maximum value from their investments while identifying opportunities for growth through renewals, upselling, and cross-selling. This is a customer-facing, quota-carrying role focused on delivering measurable business outcomes and driving strategic account expansion.
KEY TASKS
Account Growth & Revenue Expansion
- Manage a portfolio of existing customer accounts, consistently meeting or exceeding revenue and retention targets.
- Drive renewals and proactively identify opportunities to expand solution adoption through upsell and cross-sell initiatives.
- Develop and execute strategic account plans to increase customer satisfaction and grow account value.
Strategic Partnership & Customer Success
- Build strong relationships with key stakeholders across customer organisations.
- Appreciate customer goals, challenges, and industry dynamics to deliver tailored solutions that drive measurable impact.
- Serve as the primary contact for strategic discussions, aligning IFS offerings with customer outcomes.
Industry Insight & Business Acumen
- Maintain a strong appreciation of customer industries, technology landscapes, and business priorities.
- Provide relevant insights, benchmarks, and recommendations to help customers maximise ROI from IFS solutions.
Opportunity Development & Forecasting
- Identify and qualify expansion opportunities within the installed base.
- Collaborate with internal teams鈥攊ncluding Executive Leadership, Presales, Customer Success, Professional Services, and Solution Consulting鈥攖o support account growth strategies.
- Ensure accurate forecasting and pipeline management using CRM tools.
Engagement & Retention
- Conduct regular business reviews and adoption sessions to reinforce value and drive solution utilisation.
- Monitor market trends and competitor activity to refine account strategies.
- Participate in customer events, webinars, and user groups to deepen engagement and strengthen relationships.
Sales Excellence
- Apply disciplined account management practices aligned with IFS sales methodologies.
- Work cross-functionally to deliver seamless customer experiences and maximise account potential.
- Continuously enhance product knowledge and consultative selling capabilities.
- Engage in value-based selling that connects IFS solutions to customer business outcomes.