About the job
Join IFS as an Installed Base Account Executive, where your primary goal will be to enhance the presence of our innovative solutions within current customer accounts. You will develop enduring partnerships that enable customers to maximize their investment while uncovering opportunities for growth through renewals, upselling, and cross-selling. This is a client-facing, target-driven position aimed at achieving significant business outcomes and facilitating strategic account growth.
KEY RESPONSIBILITIES
Account Growth & Revenue Enhancement
- Oversee a portfolio of existing customer accounts, consistently achieving or surpassing revenue and retention objectives.
- Drive renewals and proactively seek opportunities to enhance solution adoption through upselling and cross-selling initiatives.
- Formulate and implement strategic account plans to boost customer satisfaction and increase account value.
Strategic Partnerships & Customer Success
- Establish strong relationships with key stakeholders across customer organizations.
- Understand customer goals, challenges, and industry trends to provide customized solutions that yield measurable results.
- Act as the main point of contact for strategic discussions, aligning IFS solutions with customer outcomes.
Industry Insights & Business Acumen
- Maintain a thorough understanding of customer industries, technological landscapes, and business priorities.
- Offer relevant insights, benchmarks, and recommendations to assist customers in maximizing their ROI from IFS solutions.
Opportunity Identification & Forecasting
- Identify and qualify expansion opportunities within the installed base.
- Collaborate with internal teams, including Executive Leadership, Presales, Customer Success, Professional Services, and Solution Consulting, to implement account growth strategies.
- Ensure precise forecasting and pipeline management utilizing CRM tools.
Engagement & Retention
- Conduct regular business reviews and adoption sessions to reinforce value and promote solution utilization.
- Stay attuned to market trends and competitor activity to refine account strategies.
- Engage in customer events, webinars, and user groups to deepen relationships and enhance engagement.
Sales Excellence
- Employ disciplined account management practices aligned with IFS sales methodologies.
- Collaborate across functions to provide seamless customer experiences and maximize account potential.
- Continuously enhance product knowledge and consultative selling skills.
- Engage in value-based selling that connects IFS solutions with customer business outcomes.
