Digital Sales Executive

Job Description

The Digital Sales Executive (DSE) is responsible for sales and customer relationships including ensuring the timely and successful renewal of contracts and license management for the assigned territory. License and contract management play a pivotal role in ensuring both IFS and our customers proactively manage the use of IFS’ Intellectual Property Rights with a view to mitigating any compliance risks. The DSE will work closely with Regional Renewals lead, Regional Customer Optimization lead, Install Base Sales and other key stakeholders in the region.

Responsibilities

Strong sales execution and a willingness to continued sharpening of these skills

Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts

Own the end-to-end sales process including understating customer needs, agreeing a mutual evaluation process and utilising resources within a matrix organization to get the job done.

100% responsibility for owning the annual sales targets and delivering as per the quarterly budget

Continued pipeline building and demand generation activities to achieve 4x pipeline coverage

Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting

Proactively work with partners and customers as a trusted advisor to ensure customer are using IFS software assets in alignment with contractual terms and conditions.

Proactively engage with customers to address concerns, answer questions and provide quotations and renewal motivations.

Negotiate renewal and upgrade arrangements, including uplifts, up-sell and contract alignment with the current usage data

Team up with legal and finance teams to ensure compliance with contract terms and financial objectives.

Able to support and work effectively with a minimum of 40 customers.

Adhere to all internal sales processes and approvals.

Ability to work independently and successfully with remote and close colleagues and teams

Work with customers and partners to appreciate their current and future software usage needs to proactively advise them on optimal licensing models to remain compliant.

Qualifications

To be successful

· 3+ years’ experience in business development, renewals, sales, account management or equivalent customer facing role

. Good organizational skills and attention to detail, capable of managing multiple priorities and meeting deadlines.

· Strong communication and presentation skills with the ability to confidently interact with senior leaders.

· Collaborative mindset and the ability to build effective relationships both in the company and with the customer and partners.

. Complex data manipulation using Excel and other BI tools

· Should work well in high pressure situations

· Knowledge in or comparative technologies including ERP, EAM and/or FSM

· Work with channel and partners to ensure timeous, optimal renewals.

· Strong sales history or meeting and exceeding quota.

· Expertise at reading contracts with a strong comprehension of common law

· Diagnostic thinking skills, Operational discipline and attention to detail

· A keen sense of urgency and drive to achieve results.

· Excellent English + Additional European language is a plus (French/German/Swedish/Dutch)

. Accurate forecasting & opportunity management