First Line Sales Manager (Enterprise Software)

IFS; Staines-upon-Thames; Hybrid; GBP 50,000 - 70,000; Full time

Job summary

A leading enterprise software company located in Staines-upon-Thames is seeking a First Line Sales Manager to lead a team of digital sales executives. This role involves managing the renewal and upsell of software contracts while fostering a high-performance work environment. The ideal candidate should have strong communication and negotiation skills along with experience in sales leadership. Opportunities for growth and a flexible working environment are provided.

Qualifications

• Experience as team lead in sales, preferably in a regional or multi-country capacity.
• Understanding of partner ecosystems direct and indirect sales models.
• Ability to communicate, influence, present across all levels of the organization.
• Experience planning and implementing sales strategies.

Responsibilities

• Execute the renewal and upsell strategy to maximize customer retention and revenue growth.
• Mentor and manage the team, fostering a collaborative environment.
• Work closely with the global Renewal team to maximize productivity.
• Utilize data-driven insights to track and analyze renewal rates.

Skills

Team leadership

Strong organizational skills

Excellent communication skills

Negotiation skills

Relationship-building

Tools

ERP software

EAM software

FSM software

Job description

Overview

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. 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

The First Line Sales Manager manages the team of digital sales executives, implementing strategic renewal & upsell initiatives and ensuring the timely and successful renewal and upsell of software contracts. This is a player/coach role where you not only manage the team and process but also directly engages with customers during the sales process. You will work closely with the team and the COO-office to drive the company’s revenue growth and operational efficiency.

Responsibilities

• Execute the renewal and upsell strategy to maximize customer retention and revenue growth – reducing churn and increasing ACV.
• Ensure the timely and successful renewal and upsell of software contracts
• Mentor and manage the team, fostering a collaborative and high-performance work environment while building talent pool of sales talent and be part of career journeys.

• Provide guidance, training and coaching to team members to enhance their negotiation and customer engagement skills.

• Work closely with the global Renewal team to maximize productivity and efficiency.

• Utilize data-driven insights to track and analyze renewal rates, identify trends and recommend improvement strategies.

• Partner with cross-functional teams, including sales, customer success and finance to align renewal strategies with overall company goals.

• Proactively engage with customers to address concerns, answer questions and identify upsell and cross-sell opportunities.

• Oversee the negotiation of software contracts renewals, ensuring favorable terms for both customers and the company.

• Partner with legal, deal-desk and finance teams to ensure compliance with contract terms and financial objectives.

• Continuously evaluate and enhance the renewal process, streamline workflows and identify opportunities for automation.

• Prepare regular reports and presentation for management on the renewal performance.

• Manage channel and partner renewals, including ensuring timely pricing to ensure optimal renewals.

Qualifications

• Experience as team lead in sales, preferably in a regional or multi-country capacity.
• Understanding of partner ecosystems direct and indirect sales models.
• Strong organizational skills
• Excellent communication, coaching, and stakeholder management skills.
• Ability to communicate, influence, present across all levels of the organization
• Leadership skills to be leveraged to grow the talent pool in the DSE hub
• Understanding of software such as ERP, EAM and/or FSM
• Excellent negotiation and relationship-building skills.
• Experience in planning and implementing sales strategies.
• Experience of working in a fast-paced environment
• Fluent in English (C1/C2)
• Team player
• Calm under pressure
• Practical hands-on approach

Additional Information

We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.