Client Services Partner, Aerospace and Defense

Company Description

At IFS you will work in a growing, global enterprise software company built upon committed and empowered colleagues who come to work knowing they are making a difference. We work every day within our single platform and embedded digital innovation to help our customers be their best when it really matters to their customers – at the Moment of Service. We take pride in ensuring that our employees are able to achieve the company goals as well as develop their career. We believe empowered autonomy, committed colleagues and being part of a winning team are the keys to our success and what makes us great!

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.

Job Description

The Client Services Partner (CSP) within the IFS Global Services Presales function is dedicated to supporting the Sales organization with the packaging, positioning and attach of services to an opportunity, based on a common understanding of what IFS and customers are trying to achieve in the near – and long-term.

The CSP is a key partner to our sales teams and customers, providing services presales guidance and advice, working with sales and delivery to establish and shape desired customer outcomes and design executable offerings to deliver value across the Customer lifecycle. The person in this role has the entire IFS Services Portfolio in their kitbag (project consulting and project management, IFS Support & Maintenance, IFS Cloud services, IFS Success and IFS Academy) and is responsible for shaping how our portfolio of service offerings is positioned and sold to Customers. They are key to the sales process and must be able to communicate with customers and influence the internal stakeholders accordingly.

The CSP is aligned with supporting the Sales organization throughout the sales cycle including Customer requirements discovery, packaging, positioning, and attachment of services, based on a mutual understanding of what the customer is trying to achieve in the short and long-term. This includes the lifecycle of a proposal from qualification, setting the services sales strategy, positioning services to Customers, shaping the opportunity and closing the deal in partnership with sales.

The CSP will ensure that IFS proposals follow best practice and standards whilst minimizing risk to both customer and IFS. The CSP will closely collaborate with many contributors but will drive the services content of the bids, along with underpinning documentation, contracts and SOWs. For avoidance of doubt, the IFS Account Manager owns the overall customer relationship and enduring commercial responsibility. The positioning/packaging, commercial modeling advisory is via the CSP.

Key Expectations

• Trusted Advisor: Cultivate consultative, trusted, and strategic advisor relationship with the sales teams, our customers and Customer Success Management teams to help drive continued value for our customers of the portfolio of IFS Services.
• Communication mastery: Demonstrate excellence in communications both internally and with Customers, including storytelling, listening skills, negotiation, and persuasion. Be able to articulate the value of the IFS Services to the Customer and adapt the messaging relevant to their industry.
• Value-oriented selling: Must be able to position the value to the customer of our service offerings rather than just be able to explain the services.
• Shift to Subscription: Collaborate with Account Managers/Executives to drive shift to subscription (recurring revenue models) for Services in line with IFS’ wider strategy.
• Growth mindset & Integrity: Operate with a sales growth mindset blending value for the customer with IFS revenue/profitability goals, and IFS service integrity.
• Consistency: Ensure compliance, process and procedure are consistently adhered to.
• Professional development: Stay enabled and up to date on the latest offerings through attending clinics, mandatory enablement, events and maintaining a personal development plan.

Qualifications

• Essential:
  • 10+ years of experience in a customer facing and/or pre-sales role for Customer Success, Professional Services / Consultancy / Program Management and experience of customers undergoing transformation, digitalization improvement programs etc.
  • Proficiency in English Language and local language
  • Strong verbal, written communication, and presentation skills
  • Strategic planning skills
  • Thrives in a deadline-driven environment, working across multiple functions and geographical locations.
  • Willing to travel globally, as required.
  • Competency in using tools such as Microsoft PowerPoint, Excel, Power BI and Gen AI for data analysis, reporting, and presentation purposes.
• Desirable:
  • University degree, or equivalent professional qualifications, in a field relevant for the functional area or responsibility.
  • Experience of agile development methodology
  • Experience of working with globally distributed teams
  • Experience in building relationship with C-Level
  • Prior experience in similar or sales role.
  • Industry knowledge in Aerospace and Defense
  • Proven experience in Sales methodologies (SPIN/MEDDIC etc.)

Additional Information

We foster a collaborative work environment and a positive, supportive culture.

At IFS you will work in a growing, global enterprise software company where informal hierarchies promote simplicity and trust with responsibility. We strive to deepen our expertise by taking on challenging and varying work assignments in a collaborative environment together with committed colleagues.

With professionalism and a strong customer focus in everything we do, from R&D to Sales and Consultancy, we are proud to serve world-class customers all over the globe with our leading products.

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

What We’re Offering

• Salary Range: 150,000 to $175,000 annually+ bonus

M/F/Disabled/Vet VEVRAA Federal Contractor. We are a Drug-Free Workplace. Interested candidates should apply at: www.ifs.com/about/careers-at-ifs

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