Account Manager, Install Base Sales

4 weeks ago

Itasca, United States IFS Full time
Company Description

IFS is a billion-dollar revenue company with 6000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters-at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

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 understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. 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. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

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

Job Description

IFS North America seeks an Established Accounts Client Manager with a passion for selling enterprise software and who is seeking the opportunity to make a positive impact in a company with a growing presence in the North American business software market.
The Established Accounts Client Manager's primary responsibilities include account planning, managing a group of customer accounts, and selling additional business to existing customers. The Established Account Manager uses all resources to solve customer problems with appropriate IFS products and services.
IFS Field Service Management (FSM) is a full-service lifecycle management software solution for diverse service industries. Whether they're delivering service in the field, in a depot, within a plant, with capital assets, with a consumer, or through booking appointments, we have solutions that are available either on-premises or in the cloud. No other software offers the scope of IFS Field Service Management making us the clear leader in this space.

Responsibilities
  • Achieve and exceed quota targets through the successful execution of the sales strategy and account planning.
  • Account and Customer Relationship Management, Sales of Software Licenses, Cloud Subscription Revenue, Professional Services, and Renewals.
  • Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
  • Develop and deliver comprehensive business plan to address customer priorities and pain points. Utilize benchmarking and ROI data to support the customer's decision process.
  • Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value. Builds a foundation on which to harvest future business opportunities and accurate account information and strategy development.
  • Actively understand each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Review public information (new executive appointments, earnings statements, press releases, etc.) for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
  • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
  • Leverage support organizations including Marketing, Partners, Pre-Sales, Support, Business Operations, and Professional Services to funnel pipeline into the assigned territory.
  • Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, PLM, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)
  • Strive to make all customers IFS references.
  • Support all IFS promotions and events in the region
  • Maintain CRM system with accurate customer and pipeline information.
Qualifications
  • 5+ years of relevant sales and account management experience based on complex software sales
  • Preferably with a strong understanding of field service, workforce scheduling, warranty, reverse logistics and mobile solutions, including mobile workforce management.
  • Ability to carry a quota, and a proven record of consistent quota achievement
  • Strategic value selling capability
  • Ability to communicate with and effectively persuade C-level decision makers, and quickly articulate IFS' value proposition.
  • Ability to work in a team environment with solution experts
  • Personal characteristics: quick learner, good problem solver and decision maker, think quickly on your feet, excellent communication skills, strong initiative, persistence, enthusiasm, thrives in a fast-paced environment, adaptable, entrepreneurial spirit.
  • Bachelor's Degree
  • Travel 50-60%


Additional Information

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer

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