Global Head of Installed Base

Job description

The Global Head of Installed Base is responsible for protecting, optimizing, and growing revenue from IFS's existing customer base. This leader will establish the strategic frameworks, governance structures, and operational disciplines that enable five regional teams to maximize the lifetime value of every IFS customer, through renewal excellence, license optimization, and the sustained growth of recurring revenue. This is a strategy, governance, and program leadership role. Regional teams own customer relationships and execution. This leader owns the system, standards, and strategic direction that make them consistently effective. Key Responsibilities Strategic Frameworks & Installed Base Growth Define and own the global installed base strategy, covering renewal defense, license and consumption growth, recurring revenue expansion, and long-term customer value creation Establish the commercial frameworks, segmentation models, and engagement playbooks that guide how IFS retains and grows its existing customer portfolio across all regions Build the operating model that connects renewals, license optimization, and recurring revenue into a coherent, measurable installed base motion Program Leadership Oversee the Renewals function. Setting global standards for renewal timing, risk identification, escalation protocols, and win-back strategies to protect ARR Lead the License Optimization team. Ensuring customers are appropriately licensed, identifying upsell and true-up opportunities, and driving incremental revenue from the existing base Direct the Recurring Revenue team. Accelerating the shift to subscription and SaaS models within the installed base, growing ARR as a share of total IFS revenue Govern the PMO, ensuring disciplined program delivery, cross-functional coordination, and structured reporting across all installed base initiatives Governance & Performance Own the global installed base governance model: renewal forecast integrity, churn risk management, license compliance tracking, and executive reporting to the COO Define and maintain the KPIs and leading indicators for installed base health — including gross and net revenue retention, renewal rates, license utilization, and recurring revenue growth Lead regular business reviews with regional leaders to surface risks, resolve blockers, and align priorities Regional Enablement & Alignment Act as the strategic connective tissue between corporate installed base strategy and the five regional execution teams Partner with Regional Leaders to translate global frameworks into locally relevant renewal and growth plans Work cross-functionally with Customer Success, Finance, Legal, Product, and Alliances to ensure the installed base has the commercial, contractual, and operational support to thrive Executive Visibility & Stakeholder Management Represent the installed base function at COO level and in Board-relevant reporting on ARR, pipeline coverage, churn risk and recurring revenue trajectory Build executive-level relationships with key strategic accounts to reinforce IFS's long-term partnership positioning Contribute to pricing, packaging, and go-to-market decisions that affect existing customer commercial structures 15+ years of enterprise B2B software leadership, with significant experience in customer revenue, renewals, or installed base management at an international but ideally global scale Demonstrated track record of building and governing renewal, licence, and recurring revenue frameworks across multiple regions Strong commercial acumen, able to navigate complex licensing models, multi-year contracts, and SaaS transition dynamics Experience with ARR/NRR management, churn reduction strategies, and subscription revenue growth Data-driven approach to forecasting, pipeline governance, and installed base health monitoring Strong executive presence with the ability to influence regional leaders and engage at C-suite level with strategic customers Experience in ERP, FSM, or enterprise platform software strongly preferred We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships. IFS is a billion-dollar revenue company with 8000+ 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.