Enterprise Sales Account Executive - Net New - (EUR)

About the role

The Enterprise Sales Account Executive will focus on identifying, qualifying, and closing new business opportunities within the Energy, Utilities, and Resources sectors. This role requires a proactive approach to business development, driving large-scale transformation projects while building strong relationships with potential clients. The successful candidate will be responsible for managing the entire sales cycle, from prospecting to closing, ensuring that revenue targets are met or exceeded. This position involves working closely with internal teams to develop tailored solutions for clients, understanding their specific needs, and positioning IFS products effectively. The role demands a strategic mindset, excellent communication skills, and a deep understanding of the industry landscape to drive growth and expand IFS's presence in the designated sectors.

Key facts

What you'll do

• Lead the sales process from initial prospecting through to closing, ensuring the achievement of annual revenue targets and growth objectives.
• Develop comprehensive account and territory strategies to identify new business opportunities and expand existing customer relationships.
• Build and nurture relationships with key decision-makers and stakeholders within target industries, understanding their business challenges and objectives.
• Conduct detailed market research and prospect profiling to identify high-potential leads and prioritize sales efforts accordingly.
• Lead engaging presentations, product demonstrations, and solution discussions tailored to client needs, showcasing the value of IFS offerings.
• Collaborate with internal teams, including technical and product specialists, to develop customized proposals and negotiate contracts that align with client requirements.
• Maintain a thorough understanding of industry trends, competitor activities, and market dynamics to inform sales strategies and positioning.
• Manage and update customer relationship management (CRM) systems accurately, tracking sales activities, pipeline status, and forecast data.
• Provide regular reports and insights on sales pipeline, market feedback, and competitive intelligence to management.
• Attend industry events, conferences, and networking functions to promote IFS solutions and generate new leads.
• Develop and execute strategic account plans that align with company goals, focusing on long-term growth and customer success.
• Work closely with marketing teams to develop targeted campaigns and messaging that resonate with prospective clients.
• Ensure high levels of customer satisfaction by understanding client needs and delivering solutions that meet or exceed expectations.
• Collaborate with post-sales teams to facilitate smooth onboarding and implementation of solutions for new clients.
• Maintain a hunter mentality, continuously seeking new opportunities and expanding the company's footprint in the designated sectors.
• Stay informed about technological advancements, including AI-driven solutions, and their potential applications within enterprise software.
• Support the company's efforts to grow its presence in the Energy, Utilities, and Resources sectors through strategic outreach and relationship building.

Requirements

• A minimum of 5 years of experience in selling complex business application software, ideally in ERP, EAM, or FSM solutions.
• Proven success in managing complex sales processes at the C-level, with a focus on engaging senior decision-makers and stakeholders.
• Demonstrated ability to develop and execute strategic account plans that result in new business growth.
• Experience in the service industry and a strong understanding of enterprise software solutions relevant to the target sectors.
• Strong negotiation skills and the ability to close large transactions in competitive environments.
• Excellent communication skills, both verbal and written, with the ability to deliver compelling presentations and proposals.
• Ability to work independently, prioritize tasks effectively, and manage multiple opportunities simultaneously.
• Familiarity with CRM systems and sales pipeline management tools to track activities and forecast accurately.
• A results-oriented mindset with a hunter mentality, driven to achieve and exceed sales targets.
• Knowledge of industry-specific challenges and solutions, including digital transformation initiatives, is advantageous.
• Willingness to travel as needed to meet clients, attend industry events, and support sales activities.

Nice to have

• Experience with AI-driven solutions and their application within enterprise software environments.
• Multilingual skills or experience working in international markets.
• Familiarity with digital transformation initiatives within the Energy, Utilities, and Resources sectors.
• Knowledge of industry standards, regulations, and compliance requirements relevant to the sectors.
• Previous experience working with or selling to large enterprise clients in similar industries.

Skills & tools

• Strong sales and business development skills, with a proven track record of closing large deals.
• Proficiency in CRM systems and sales analytics tools for pipeline management and forecasting.
• Excellent interpersonal, negotiation, and presentation skills to engage effectively with clients and internal teams.
• Ability to develop strategic account plans and execute them effectively to meet sales goals.
• Knowledge of industry solutions such as CRM, SCM, PLM, EOI, Enterprise Asset Management, and MRO.
• Familiarity with business analytics, mobility solutions, and digital transformation tools.
• Strong analytical skills to interpret market data, customer feedback, and competitive intelligence.

Practical notes

• IFS supports flexible and hybrid work arrangements to accommodate the needs of its employees.
• The company values diversity and promotes an inclusive environment that reflects its global customer base.
• Candidates interested in this role are encouraged to apply and explore the opportunity to make a significant impact within a dynamic and growing organization.
• The role involves on-site work at the Staines-upon-Thames location, with travel as required for client meetings and industry events.
• IFS offers a collaborative work environment with opportunities for professional development and growth.
• The company is committed to providing a supportive workplace that fosters innovation and excellence.