Regional Director Success Sales - APJMEA
Full-time IFS Referral Bonus Code: SH Job Location: On site
Company Description
IFS is a billion-dollar revenue company with 6000+ employees on all continents. We deliver award winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters–at the Moment of Service™.
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 accept that there are so many different perspectives in this world. 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.
If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.
Job Description
The Strategic Success Regional Lead (SSRL) - is the deal execution arm of IFS supporting the field and regional management in closing IFS strategic business – the primary focus area within this team is on the strategic services offerings, specifically IFS Success. The role of SSRL aids in identification, deal strategy, structuring, negotiation, and closure of large, complex, or highly competitive opportunities. The SSRL leverages both local and global knowledge as well as best practices from across the business. The ideal candidate will have a background in Software/ complex services sales but must have a grounding in professional services.
This role will be responsible for supporting and driving the largest IFS Success deals in the Region. The role will operate at an executive level but still be expected to navigate operational details and be hands-on throughout the sales cycle.
The role will report Regionally with guidance and support from Global Success Sales Leadership.
This role requires a creative person with a strong sales and operational background to support the accelerated growth of IFS Success Services as well as Software and Cloud revenues. The role will work with key stakeholders from selected market units, as well as the Services Leadership, Sales Teams, Managing Directors/Presidents, Finance and Deal Desk to drive the closure of competitive opportunities. This role works collaboratively with the Account Teams and management while leaving account ownership within the field. The candidate must display excellence in crafting deal strategy and aligning this with a diverse team to execute upon that strategy. This individual must be strong in front of customers and is expected to represent IFS well to our clients up to C-suite level.
The SSRL will act as a lynchpin for the most important IFS Success opportunities in the region, key responsibilities will be:
Strategy: The SSRL will work with GCS (Global Customer Services) and the Account Teams on key strategic IFS Success opportunities. This will include ensuring that the opportunity pipeline is maintained and that opportunities are properly qualified so that effort is not expended unnecessarily. This individual will lead or support the execution of the deal by setting objectives and basing decisions on key corporate data and touch points (pipeline, corporate reports, board members, regional execs, eco-system etc). This may require advising the Executive Team if strategic business under agreed thresholds requires attention and input from the SSRL.
Deal Structuring: The SSRL will be able to understand the customer business objectives and will lead or support the account team to create a deal structure that maximizes the value of the opportunity whilst achieving IFS’s business objectives. This individual will ensure that proper process is followed in order to achieve compliant deals that are deliverable and to manage the customer expectations appropriately ensuring that opportunities are not oversold. This individual will be able to coordinate, lead or support the various diverse internal IFS stakeholders (technical, account management, portfolio, revenue recognition, pricing, legal) in order to bring opportunities together, structure them appropriately and execute them efficiently.
Negotiations: The SSRL will have experience in coordinating a diverse group of internal stakeholders to support the account teams and where necessary take the lead during customer negotiations, including commercial aspects of the deal structure. The individual understands issues relating to Revenue Recognition, Pricing and Legal, in order to secure optimal results and deal execution.
Pipeline Management: Critically assess and manage the health and quality of the pipeline, taking decisive action in partnership with sales and sales leadership to address opportunities and challenges.
Closure: The SSRL will be able to lead or support final closure of contractual/legal issues in order to achieve a pre-defined budgetary sales targets. This individual will also take the lead in renewing existing opportunities when existing engagements expire.
Coaching: Scaling best practice approaches across key stakeholder groups, with focus on three key audiences: 1) Success Specialists, 2) Account Executives, 3) Client Service Partners. The SSRL will focus on the largest opportunities, the assets, approaches and war stories must be packaged for re-use and enablement for the teams tasked with driving deals of all sizes.
Qualifications
Overall Required Competence
Proven ability as a strategic leader and coach Accomplished at managing executive and senior relationships Hands on commercial decision making in an enterprise applications environment Significant experience in solution delivery or services selling and ideally direct quota carrying experience Deep commercial awareness and respect for financial drivers Capable operator in both sales and delivery contexts, able to bridge the gap between services delivery and license sales Able to establish and coordinate multi-disciplinary teams with colleagues from across the business (presales+services+sales+partners) Particular care for detail and a structured, meticulous approach for managing timelines and expectations Able to take control of challenging situations and execute in support of respective team members Can positively manage conflict between individuals and departments and prioritize accordingly Exposure and particularly sale of multi-year strategic services contracts is essential for this role Live the IFS Values
Required Education & Experience
10+ years practical and management experience in the enterprise software industry, ideally in a services context – leading candidates will demonstrate a wide range of experience within a software/ services setting. Business level English: Fluent Local language: Fluent, Business Level Proven track record in supporting complex sales at C-level in a collaborative and impactful manner. Demonstrated success with large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market. Exceptional communication skills, both written and verbal as well as advanced presentation skills Commercially savvy, identifies ROI for the Customer using Business Value Engineering techniques Calm under pressure, acts as a problem solver* Strong t
