VP Install Base - APJMEA

IFS is a billion-dollar revenue company with 6000+ 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.

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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.

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If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

This is a fantastic opportunity for a results-focused professional with a keen interest in Customer engagement and driving business impact to join a rapidly growing and dynamic business in the Asia-Pacific, Japan, Middle East & Africa (APJ MEA) region.

The VP Installed Base APJMEA will work collaboratively with the market unit sales teams to direct activity across the region, driving sales revenue and develop account penetration strategies, qualify leads, generate sales and close business within our existing customer base.

You will have a strong background in building a team where you direct, coach and support the install base account executives to deliver on pipeline generation targets of prospective opportunities across their territory to create sufficient opportunity cover to achieve their sales targets.

Working collaboratively with marketing teams to drive install base marketing activity to generate inbound and outbound calls, emails, and web interface to focus on maintaining and expanding business, ensuring as a region we are creating and executing demand generation activity through creative approaches to drive innovative propositions into the customer base

The VP Install Base will develop, extend and maintain relationships with the appropriate departments within IFS and Identify new business opportunities by creating and implementing territory campaigns with management support.

Duties include, but are not limited to:

• Matrix structure leadership of, including input to recruitment and career development of a regionally diverse team of install base account executives, enabling the team to succeed on an accelerated career path to high sales performance against todays and aligned to our 2025 growth plans
• Own demand generation in the install base customers, to drive greater customer adoption and account penetration to protect and growth recurring revenues
• Proactively work with partners and customers as a trusted advisor to develop account penetration and cross sell strategies to optimize the value from the customer base
• Ensure customers are actualizing the anticipated business value from their IFS assets.
• Oversee the market unit management and execution of the complete sales lifecycle from initial territory profiling, proposition development, prospecting, engaging existing clients in sales pursuit, closure, booking and ensuring engagement of suitable IFS or partner resource to assure a successful implementation.  
• Drive and implement best practice, policies and procedures working with the global team and effectively localize the IFS approach for the market unit level needs
• Direct the install base sales team direct reports and channel partners to manage all opportunities within CRM ensuring that this is kept up to date in an accurate and timely manner to provide a reliable view of your business.  Create and provide reports and ensure frequent communication on prospect accounts
• Maintain and expand the database of prospects within the install base, leveraging early renewals and account development and penetration approaches to build up reliable, recurring revenues.

To be successful you will have:

• 10+ years selling with proven sales quote attainment and 3 years in a leadership role within Enterprise solutions – preferably for the OEM directly - working with sales teams and with Partners (SIs and also the Channel) and have lead  complex negotiations with C level participants to successful closure
• Good understanding of ERP, Industrial Asset (EAM) and Service Management (FSM and ESM)
• Financial acumen and analytical thinking with attention to detail, to model and achieve compelling commercial proposals
• Excellent communication skills, including writing and presenting in English - other languages are a plus (specifically Arabic, Mandarin, and/or Japanese)
• Comfort working across multiple time zones including working unusual hours to collaborate with cross regional colleagues
• High level of personal resilience and drive to work independently towards revenue delivery for the install base across APJ MEA
• Ability to coach and influence the direct and virtual teams to be viewed as a trusted business partner to the Market Units.
• Enterprising and daring attitude to your work to drive transformation and growth
• Knowledge and appreciation of the five key industry IFS focuses on: Manufacturing, Energy & Utilities, Aerospace & Defense, Construction & Infrastructure, Telecoms and Service.
• Executive presence and a clear ability to distil critical facts and complexity into clear business cases and value propositions.
• Strong understanding of software licensing principles, commercial constructs to multi-year enterprise software license agreements, and intellectual property rights management and effective at conveying complex licensing and contractual elements for mutual understanding in a customer/partner friendly manner.
• Ability to perform in a matrix organisation and assist install-base sales and partner managers to ensure  business objectives are being met by providing analysis and context to boost the efficiency of customer conversations.