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, 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 successfully beyond its current targets, increasing the revenue of the team year on year.
* Display passion on the job: act as a role model for the team, show authentic behavior, demonstrate best practices, and encourage team members to grow and overachieve, ensuring successes are shared and celebrated.
* Develop salesperson competence and capability by working in partnership with the Academy to continuously improve internal programs.
* Proactively address any performance issues working in partnership with Country HR experts.
Account and Customer Relationship Management, Sales, and Revenue
* Achieve or exceed quota targets annually.
* Establish C-level access to engage with senior executives, involving IFS Executive Sponsors.
* Develop effective and specific account plans to ensure revenue targets are met and relationships are sustainable in new and existing customers.
* Understand customer power maps, internal and external influencers, and act as a trusted advisor by establishing strong relationships based on knowledge of customer requirements and commitment to value.
* Actively understand each customer's technology footprint, strategic growth plans, and analyze industry trends and news to stay updated.
* Lead designated territory including accounts, account relationships, prospect profiling, and sales efforts to turn all accounts into IFS references.
* Develop and deliver comprehensive business plans addressing customer and prospect priorities, leveraging benchmarking and ROI data.
Demand Generation, Pipeline, and Opportunity Management
* Maintain a disciplined approach to pipeline management, keeping it current and progressing.
* Leverage support organizations, including Marketing, Inside Sales, Partners, and Channels, to funnel pipeline into the territory.
* Proficiently bring all IFS solutions to bear on sales pursuits, including Industry Solutions, LOB solutions (ERP, EAM, FSM), and technology solutions (Business Analytics, Mobility, Technology, etc.).
* Advance and close sales opportunities via effective execution of sales strategies and roadmaps.
* Support all IFS promotions and events within the territory.
Sales Excellence
* Sell value and define IFS's unique business value to address customer requirements versus competitors.
* Qualify opportunities based on business drivers, compelling events, competition, power maps, and decision processes.
* Involve partner ecosystems to secure business and create/maintain customer account plans to develop IFS's vision with customers and partners.
* Maintain white space analysis and execute initiatives such as upselling and cross-selling.
* Orchestrate resources and deploy appropriate teams for successful sales execution.
* Utilize best practice sales models and understand IFS's competitive positioning.
* Maintain accurate CRM data regarding customers and pipelines.
Qualifications
* University degree or equivalent in a relevant field.
* Significant experience in selling complex business software, IT solutions, or management consulting with a value-based approach.
* Proven track record in senior sales roles managing and leading sales teams to exceed targets.
* Experience in managing and developing high-performing teams.
* Success in complex, lengthy sales cycles at the C-level in a competitive environment.
* Experience in aerospace & defense and service sectors preferred.
* Excellent presentation and executive engagement skills.
* Business-level fluency in German and English.
Additional Information
* IFS is a rapidly growing international business software vendor with a collaborative culture and modern work environment.
* Offers attractive salary, benefits, company pension, training, flexible working, and wellbeing programs.
* Remote work options available.
If you are a results-oriented sales leader passionate about business growth and customer relationships, we invite you to apply through our online system, including salary expectations and earliest start date. All candidates will undergo a DISC assessment as part of our process. We prioritize discretion and data protection and do not accept unsolicited recruitment offers.
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