Senior Account Manager, Installed Base - DACH (m/f/d)

Job description

We are looking for a hungry, focused and resilient farming sales person with great collaboration and sales execution skills to help grow the business across the market unit. As the Account Executive you will be selling into a focused list of target accounts, primarily upper mid-market and enterprise customers in the DACH region, typically with revenues above EUR 300m. You will be entrepreneurial in nature and excel at building pipeline, creating and closing opportunities. By using a consultative approach and methods and tools like value-based selling, Account Planning and excellent opportunity management you will lead sales activities for IFS's award winning products while also having access to the broader portfolio to bring value to our customers. You will use your industry knowledge and enterprise software sales expertise to identify and qualify deals, developing and closing sales opportunities with our existing customer base. The role is strongly focused on expanding and growing long-term existing customer relationships within the IFS Cloud installed base, including positioning innovative SaaS and AI-driven solutions that deliver measurable business value. The role is positioned within a high-growth market unit. This is an organisation going through transformational growth (organic and inorganic). We are an ever-evolving business, challenging and disrupting the industry standards which are too often accepted by some of our competitors in the global enterprise software space. Our go-to-market strategy is focused on geographical and key industry verticals within a matrixed sales organization. The majority of the customer base is within Manufacturing industries, especially Electronics, Industrial Machinery, Equipment and Engineering-driven businesses. 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 closing plans and power maps for named accounts Own the end-to-end sales process including demand generation, understating 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 3x 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 Build trusted long-term customer relationships across both IT and business functions, including Operations, Manufacturing and Production leadership Develop broad stakeholder networks within customer organizations to identify new business cases and expansion opportunities Act as a trusted advisor by understanding and speaking the customer’s business language, challenges and operational priorities Drive disciplined forecasting and pipeline management with a high level of accuracy, consistency and accountability Demonstrate a strong ownership mentality and willingness to go the extra mile to support customer success and long-term account growth Effectively orchestrate internal and external stakeholders across sales, pre-sales, delivery, product management and partner ecosystems Operate successfully in a high-performance environment with the ability to manage pressure and competing priorities You will demonstrate: 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. Strong understanding of SaaS business models and the ability to position AI-driven business solutions in an enterprise environment Experience managing and growing strategic installed base customers over long sales cycles and customer lifecycles Ability to build credibility and relationships with both executive business stakeholders and technical teams Strong forecasting discipline and experience operating within structured sales governance and cadence models High degree of personal accountability, persistence and resilience under pressure hat Kontextmenü IFS is the fastest-growing international business software vendor. You will work with the leading Enterprise Software experts and have exposure to the latest technologies. You can expect an open corporate culture and a pleasant working atmosphere. Lean and effective collaboration and decision-making structures. You enjoy a high degree of personal responsibility and creative freedom in realizing your own ideas in a global environment. Attractive salary with above-average additional benefits. Car Allowance and additional compensation for business trips. Company pension plan. Further training opportunities and intensive support during the induction phase. Flexible working hours and mobile working models - Work from wherever you want, whether in the office or from home. Wellbeing-benefits: Jobrad & Wellpass 30 vacation days as well as additional special leave for birthdays and social commitment (CSR). 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 exciting opportunity and join us shaping the future at the Moment of Service in the DACH market! Sounds exciting? Then we look forward to receiving your complete application through our online applicant management system in English language , stating your salary requirements and earliest possible starting date. Interviews and selections will be carried out continuously. As a step in our recruitment process, all candidates will undergo a DISC assessment (PPA) to help us understand our future employees, please note that this is not a decision-making tool, & is used to supplement our recruitment process. We assure you explicit discretion and a comprehensive protection of your interests! We respectfully decline all offers of recruitment and/or advertising assistance. 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 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.