Senior Account Executive Net New - Service Industry, DACH (M-F-D)
On-siteDüsseldorf, North Rhine-Westphalia, Germany
Düsseldorf, North Rhine-Westphalia, GermanyOn-siteFull TimeSenior LevelInformation Technology And ServicesLarge
Full TimeSenior LevelLargeInformation Technology And Services
Job Summary
Own the end-to-end sales process for strategic target accounts in the Service Industry, executing a Go-To-Market strategy and maintaining a Territory Plan. Build and manage pipeline through demand generation, consultative value-based selling, and rigorous RFI/RFP management to achieve 4x coverage and over-achieve annual quotas. Lead account plans including deal action cards and mutual evaluation plans while collaborating with partners to accelerate deal cycles. Maintain CRM hygiene, accurate forecasting, and reporting to Sales leadership within a matrix organization.
Required Qualifications
- Net new sales executive hunting into a focused list of strategic target accounts
- Entrepreneurial in nature
- Excellent at building pipeline, creating and closing new opportunities
- Consultative approach to value-based selling
- Industry knowledge
- Enterprise software sales expertise
- Ability to identify and qualify deals
- Ability to lead with IFS's award winning products
- Access to the broader portfolio to bring value to our customers
- Strong sales execution skills
- Ability to prepare, update, own and execute the Go-To-Market Strategy for nominated industries
- Ability to prepare, own, and maintain Territory Plan for target vertical
- Ability to prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts
- Ability to 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
- Ability to utilize resources within a matrix organization to get the job done
- Ability to work with partners to better penetrate into your accounts, creating joint sales plays that accelerate deal cycles and maximize value
- Ability to provide strong delivery plans that lead to happy referenceable customers
- Ability to own the annual sales targets and deliver as per the quarterly budget
- Ability to achieve 4x pipeline coverage
- Ability to demonstrate in-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographical market within the assigned industries and accounts across the market unit
- An entrepreneurial mindset with innate curiosity and resilience
- Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
- Proven ability to consistently meet and over-achieve quota
- Strong written and verbal communication skills in English and a local language relevant to the market geography
- Comfort working within a matrix organization, building relationships, and finding support to get the job done
- DISC assessment (PPA) completion
Desired Qualifications
- Experience with IFS's award winning products
- Experience with the broader portfolio
- Experience in a high-growth market unit
- Experience in an organization going through transformational growth (organic and inorganic)
- Experience in an ever-evolving business
- Experience challenging and disrupting the industry standards
- Experience in the global enterprise software space
- Experience in a matrixed sales organization
- Experience in geographical and key industry verticals
- Experience in building a strong internal network and collaboration
- Experience in managing and maintaining complete CRM and Account hygiene
- Experience in sales cadence, administration and reporting to ensure accurate forecasting
- Experience in an open corporate culture
- Experience in a pleasant working atmosphere
- Experience with lean and effective collaboration and decision-making structures
- Experience with a high degree of personal responsibility and creative freedom
- Experience in a global environment
- Experience with flexible working hours and mobile working models
- Experience with Work from wherever you want, whether in the office or from home
- Experience with 30 vacation days as well as additional special leave for birthdays and social commitment (CSR)
- Experience with Wellbeing-benefits: Jobrad & Wellpass
- Experience with Individual support through regular health promotion and the compatibility of career and family
- Experience with further training opportunities and intensive support during the induction phase
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