Sales Director - Net New - Europe West

Ifs1; Staines-upon-Thames; On-site; GBP 120,000 - 190,000; Full time

Job summary

IFS is seeking a Sales Director to lead a high-performing team focused on prospecting, qualifying, selling and closing net new business in core industries. The role requires senior leadership, strategic account planning, and strong engagement with C-level stakeholders to increase revenue across software licenses, cloud subscriptions, and related services.

The successful candidate will drive demand generation, pipeline management, and partnership collaboration to achieve annual targets and future

Qualifications

• Significant experience in a first line sales role of complex business software/IT solutions.
• Senior leadership experience with a proven track record of delivering revenue growth.
• Experience engaging C-level executives and developing strategic account plans.

Responsibilities

• Lead and motivate a high-performing sales team to net new customers and revenue.
• Develop and execute account plans, build executive relationships, and drive quota attainment.
• Generate demand, manage pipeline, and secure opportunities through the sales cycle.
• Collaborate with Marketing, Partners and internal teams to maximize opportunities.

Skills

People leadership

Account leadership

Demand generation

Pipeline management

Sales excellence

Education

University degree

Tools

CRM system

ERP

Job description

The Sales Director - Net New primary responsibilities include leading and motivating a high performing team whose priorities include prospecting, qualifying, selling and closing new business to net new customers in our core Industries. The Sales Director brings a point of view to the engagement; uses all resources to solve customer problems with appropriate IFS products and services. The Sales Director has accountability for increasing revenue of all IFS solutions through Software License, Acquisition and 3 Party Solutions, Cloud Service Subscription Revenue and Premium Engagement Revenue.

People Leadership

• Drive long term employee success with a focus on coaching, development, and building a high-performance team
• Full ownership for recruiting, onboarding and training new team members
• Position the team to grow successfully beyond its current targets, increasing the revenue of the team year on year.
• Displays passion on the job: act as a role model for the team, show authentic behaviour, demonstrate best practices and encourage team members to grow and overachieve, ensuring successes are shared and celebrated
• Develops salesperson competence and capability, working in partnership with the Academy to continuously improve internal programs
• Pro-actively addresses any performance issues, working in partnership with Country HR experts

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue

• Annual Revenue - Achieve / exceed quota targets.
• C Level access - ability to access C Levels, involving IFS Executive Sponsors.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Political acumen - ability to understand Customer's powermap, internal and external influencers.
• Trusted advisor - Establishes strong management and C-suite relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review and analyze public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.
• Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize benchmarking and ROI data to support the customer's decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships - Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage IFS Solutions - Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (ERP, EAM, FSM) and technology solutions (Business Analytics, Mobility, Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all IFS promotions and events in the territory

Sales Excellence

• Sell value.
• Define and position IFS Unique Business Value to address Customer requirement and v's competitors.
• Qualify opportunity (business driver, compelling event), competition, power map and decision process.
• Involve Partner Ecosystem to secure business.
• Create, maintain and leverage the Customer Account Plan to expose, share and develop IFS vision for the customer, both inside IFS as well as with partners and ultimately with the customer.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand IFS' competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

University degree, or equivalent professional qualifications, in a field relevant for the functional area or responsibility. Significant experience in a first line sales role of complex business software / IT solutions / start-up and/or management consulting experience with a value sell mentality. Significant experience in a similar senior key account manager/leadership role, managin