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Account Executive (Install Base)

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IFS

16d ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Software Engineering
  • Madrid
  • Quick Apply

AI generated summary

  • You should have enterprise software sales experience, an entrepreneurial mindset, CRM knowledge, strong communication skills, and a proven track record of meeting quotas in a matrixed environment.
  • You will execute sales strategies, manage accounts, generate demand, and ensure CRM accuracy while achieving sales targets and collaborating with partners and internal teams.

Requirements

  • In-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographic 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.

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, understanding 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

FAQs

What is the core focus of the Account Executive role at IFS?

The core focus of the Account Executive role is to sell into a targeted list of strategic accounts, building pipeline, creating, and closing opportunities through a consultative approach to value-based selling.

What kind of sales experience is required for this position?

Candidates need to have in-industry, enterprise software sales experience with a track record of meeting or exceeding quotas throughout the assigned sales cycle.

What qualities is IFS looking for in an ideal candidate?

IFS is looking for a hungry, focused, and resilient sales person with an entrepreneurial mindset, innate curiosity, and strong collaboration and sales execution skills.

What tools or platforms should candidates be proficient in?

Candidates should have a working knowledge of CRM systems and a commitment to data hygiene and accurate reporting.

What responsibilities does the Account Executive have related to sales targets?

The Account Executive is responsible for owning the annual sales targets and delivering according to the quarterly budget.

How does the Go-To-Market Strategy factor into this role?

The Account Executive is expected to prepare, update, own, and execute the Go-To-Market Strategy for designated industries and accounts.

What are the collaboration expectations within the company?

The Account Executive should liaise with sales leadership and global teams to build a strong internal network and collaboration to achieve sales goals.

Are there any specific languages required for this role?

Strong written and verbal communication skills in English and a local language relevant to the market geography are required.

What is emphasized regarding customer relationship management?

Managing and maintaining complete CRM and account hygiene, along with accurate forecasting, administration, and reporting, is emphasized.

Is there a particular sales methodology the candidate should be familiar with?

A willingness and appreciation of the sales process, including cadence, forecasting, and accurate reporting, is important for this role.

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IFS

Be your best when it really matters. At the #MomentOfService

Technology
Industry
5001-10,000
Employees
1983
Founded Year

Mission & Purpose

IFS is a global enterprise software company that specialises in developing and providing comprehensive business software solutions for various industries, including manufacturing, aerospace, defense, engineering, construction, and more. Their ultimate goal is to empower businesses with advanced and innovative software tools that enhance efficiency, productivity, and overall operational performance. IFS is committed to supporting their clients' growth and success by delivering flexible and industry-specific solutions that adapt to evolving business needs and challenges, ultimately helping organisations achieve their objectives and excel in their respective markets.