Home UAE Regional Director Success Sales - APJMEA

Home UAE Regional Director Success Sales - APJMEA

Regional Director Success Sales - APJMEA

Full time at IFS in UAE
Posted on September 22, 2024

Job details

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. 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. The SSRL will act as a lynchpin for the most important IFS Success opportunities in the region. Key responsibilities will be:
  1. 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).
  2. 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.
  3. 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.
  4. 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.
  5. 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.
  6. 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.

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
  • 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 team worker/player
  • Strategic/critical thinker
  • Strong attention to detail/accuracy
  • Exceptional Influencing skills
  • Hard worker and flexible in working time (to support different time zones when required)
  • Good knowledge of Microsoft Office Tools (Excel..)
  • Able to work effectively in a matrix environment
  • Live the IFS values
  • University degree, or equivalent professional qualifications, in a field relevant for the functional area or responsibility.
#J-18808-Ljbffr

Apply safely

To stay safe in your job search, information on common scams and to get free expert advice, we recommend that you visit SAFERjobs, a non-profit, joint industry and law enforcement organization working to combat job scams.

Share this job
Improve your chance to get this job. Do an online course on Management, Leadership and Business starting now. Claim $10 promo towards online courses. See all courses
See All Regional Jobs
Feedback Feedback