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 matters – at the Moment of Service™. Our commitment to internal AI adoption keeps us at the forefront of technological advancements, helping colleagues unlock creativity and productivity with cutting-edge solutions.
At IFS, we are flexible, innovative, and focused on how we engage with customers to drive real change with worldwide impact. We help solve society’s greatest challenges through agility, collaboration, and trust. We celebrate diversity and are committed to an inclusive workforce that represents the cultures, backgrounds, and viewpoints of our customers, partners, and communities. As an international company serving people globally, our success reflects respect for diverse perspectives.
By joining our team, you will be part of a global, diverse environment; you will join a winning team with a commitment to sustainability and a culture that gets things done so you can make a positive impact on the world. We encourage innovative and original thinkers to make their moment and help others do the same with our AI-driven solutions that empower teams to challenge the status quo.
If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.
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. 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 3rd-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 beyond current targets, increasing the revenue of the team year on year
* Demonstrate passion on the job: act as a role model, share best practices, and encourage team members to grow and overachieve
* Develop salesperson competence and capability, partnering with the Academy to continuously improve internal programs
* Proactively address performance issues in collaboration with Country HR experts
Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
* Annual Revenue – Achieve or exceed quota targets
* C‑Level access – ability to engage with C-level executives, involving IFS Executive Sponsors
* Sales strategies – Develop effective account plans to ensure revenue delivery and sustainable growth; build relationships in new and existing customers to drive strategy
* Political acumen – understand the customer’s powermap and influencers
* Trusted advisor – establish strong executive relationships based on understanding customer requirements and value of counsel, solutions, and implementation expertise
* Customer acumen – understand each customer’s technology footprint, growth plans, strategy and landscape; monitor industry trends
* Territory and account leadership – lead designated territory, manage accounts and prospects, and encourage references
* Business planning – develop and deliver comprehensive plans addressing customer priorities with benchmarking and ROI data
Demand Generation, Pipeline and Opportunity Management
* Pipeline planning – maintain a rolling pipeline that stays current
* Pipeline partnerships – collaborate with Marketing, Inside Sales, Partners and channels to funnel pipeline
* Leverage IFS solutions to pursue opportunities across Industry Solutions, LOB solutions (ERP, EAM, FSM) and technology solutions
* Advance and close opportunities through the sales strategy and roadmap
* Support all IFS promotions and events in the territory
Sales Excellence
* Sell value and define IFS’s unique business value to address customer requirements
* Qualify opportunities (business driver, compelling event), assess competition, map stakeholders and decision process
* Engage Partner Ecosystem to secure business
* Maintain and utilize a Customer Account Plan to align IFS vision with customers and partners
* Maintain White Space analysis and execute up-sell and cross-sell initiatives
* Orchestrate resources and deploy teams to win
* Adopt best-practice sales models and understand competition
* Maintain CRM with accurate customer and pipeline information
Qualifications
* University degree or equivalent professional qualifications in a relevant field
* Significant experience in selling complex software/IT solutions, with a value-based approach
* Experience as a senior key account manager/leader, managing a sales team to exceed targets
* Significant people management experience, including hiring, development and retention of top talent
* Proven track record in complex, C-level sales with a collaborative approach
* Experience in a lead role in a team-selling environment
* Demonstrated success with large transactions and long sales cycles in a fast-paced, consultative market
* Experience in Aerospace & Defence and Service is preferred
* Excellent presentation and executive engagement skills
* Business-level German and English proficiency
Additional Information
IFS is a fast-growing international business software vendor. You will work with leading enterprise software experts and be exposed to the latest technologies. Expect an open corporate culture and a collaborative working environment.
* Lean and effective collaboration and decision-making structures
* Opportunity to take personal responsibility and creative freedom in a global environment
* Attractive salary with above-average benefits
* Car allowance and travel compensation
* Company pension plan
* Further training opportunities and induction support
* Flexible working hours and remote options
* Wellbeing benefits: bike to work and wellness programs
* 30 vacation days plus birthday and CSR leave
If you are a results-oriented sales leader with a passion for driving business growth and fostering strong customer relationships, we invite you to apply for this opportunity and join us shaping the future at the Moment of Service in the DACH market.
Application – Please apply through our online system in English, including salary requirements and earliest start date.
Interviews will be conducted on an ongoing basis. A DISC assessment (PPA) may be used to support our recruitment process. All candidates will be treated with discretion and their interests protected. We respect all equal opportunity policies.
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