Senior Account Manager, Installed Base - DACH (m/f/d) at IFS1

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