Account Executive (Install Base)

IFS; City of Melbourne; On-site; AUD 120,000 - 190,000; Full time

Benefits offered by this job

Hybrid work options

Job summary

IFS in Melbourne is seeking an ambitious Account Executive to drive sales of our enterprise software to a focused list of strategic accounts. You will build pipeline, qualify opportunities and close deals using a consultative, value-based approach with access to our award-winning products and global portfolio.

This high-growth role sits in a matrixed organization with hybrid work options. You will own the end-to-end sales process, maintain territory and account plans, collaborate with partners,

Qualifications

• In-industry, enterprise software sales with quota-carrying cycles.
• Strong CRM and data hygiene discipline.
• Proven ability to forecast and report accurately.
• Excellent written and verbal English with local language if applicable.

Responsibilities

• Own end-to-end sales process from demand generation to closing.
• Develop Go-To-Market strategy for nominated industries.
• Maintain Territory Plan and Account Plans for named accounts.
• Collaborate with partners to penetrate accounts and accelerate deals.
• Ensure accurate CRM data and forecasting.
• Manage annual sales targets and maintain 4x pipeline coverage.

Skills

Enterprise software

Quota attainment

CRM proficiency

Forecasting

Tools

CRM systems

Job description

IFS is a billion-dollar revenue company with 7000+ 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.

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

Job Description

We are looking for a hungry, focused and resilient farmer sales personwith great collaboration and sales executionskills to help grow the business across the market unit.

The Account Executive will be sellinginto a focusedlist of strategic target accounts, youwill be entrepreneurial in nature and excel at building pipeline,creating and closing opportunities. By using a consultative approach to value-based selling, you will lead with IFS's award winning products while also having access to the broader portfolio to bring value to our customers. Youwill use yourindustry knowledge and enterprise software sales expertise to identify and qualify deals, leading to sales opportunities with our existing customer base.

The role is positioned within ahigh-growth market unit. This is an organisation going through transformational growth (organic and inorganic). We are an ever-evolving business, challenging and disrupting the industry standards which are too often accepted by some of our competitors in the global enterprise software space.

Our go-to-market strategy is focused on geographical and key industry verticals within a matrixed sales organization.

Responsibilities

• Strong sales execution and continued sharpening of these skills
• Prepare, update, own and execute the Go -To- Market Strategy for nominated industries
• Prepare, own, and maintain Territory Plan for agreed vertical
• Prepare Account Plan includingdeal action cards,mutual evaluation plans, and power mapsfor named accounts
• Own the end-to-end sales process including demand generation, understating customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change and winning business, and utilising resources within a matrix organization to get the job done.
• Work with partners to better penetrate into your accounts, creating joint sales plays that accelerate deal cycles and maximize value while providing strong delivery plans that lead to happy referenceable customers
• 100% responsibility forowning the annual sales targets and delivering as per the quarterly budget
• Continued pipeline building and demand generation activities to achieve 4x pipeline coverage
• Liaison with Sales leadership and Global teams to build a strong internal network and collaboration
• Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting

Qualifications

You will demonstrate:

• In-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographic market within the assigned industries and accounts across the market unit
• An entrepreneurial mindset with innate curiosity and resilience
• Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
• Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
• A track record of consistently meeting and over-achieving quota
• Strong written and verbal communication skills in English and a local language relevant to the market geography
• Comfort working within a matrix-rich organisation, building relationships, and finding support to get the job done.

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.