Key Account Manager Net New

IFS Danmark A/S; København; On-site; DKK 900,000 - 1,500,000; Full time

Job summary

IFS Danmark A/S in Copenhagen seeks an ambitious enterprise software sales hunter to grow the business across the market unit. You will own end-to-end sales, build pipeline, and close new opportunities using a consultative, value-based approach.

The role demands 5+ years in software sales, strong English and local language skills, CRM discipline, and the ability to navigate a matrix organization to meet annual targets.

Qualifications

• In-industry, enterprise software sales with quota-carrying cycles.
• 5+ years of software solution sales experience.
• Strong English and local language communication.

Responsibilities

• Own end-to-end sales process from demand generation to closing.
• Develop and execute Go-To-Market strategies for nominated industries.
• Create Territory and Account Plans for named accounts.
• Collaborate with partners to penetrate accounts and accelerate deals.
• Maintain CRM hygiene and accurate forecasting.

Skills

Enterprise software sales

Quota attainment

Forecasting

CRM systems

Matrix organization navigation

Account management

English & local language

Sales experience

Tools

CRM systems

Job description

Job Description

We are looking for an ambitious, focused and resilient hunter sales person with great collaboration and sales execution skills to help grow the business across the market unit.

A net new sales executive hunting into a focused list of strategic target accounts, you will be entrepreneurial in nature and excel at building pipeline, creating and closing new 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. You will use your industry knowledge and enterprise software sales expertise to identify and qualify deals, leading to sales opportunities with new customers.

The role is positioned within a high-growth market unit. This is an organization 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.

Target segment:

Enterprise space with accounts having a revenue of +200 M Euro and upwards

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 including deal action cards, mutual evaluation plans, and power maps for 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 utilizing 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 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
• 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 geographical 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.
• 5+ years of experience of software solution sales

Additional Information

Location:

Copenhagen