Client Services Partner

At IFS you will work in a growing, global enterprise software company built upon committed and empowered colleagues who come to work knowing they are making a difference. We work everyday with customers who continue to challenge their markets and competitors. As a challenger ourselves, we partner with our customers to guide them through their digital transformations and extract the most value out of our software solutions. We take pride in ensuring that our employees are able to achieve the company goals as well as develop their career. We believe empowered autonomy, committed colleagues and being part of a winning team are the keys to our success and what makes us great! We are #ForTheChallengers and if that resonates with you, we would love to hear from you!

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.

SUMMARY                              

The Client Services Partners are a key partner to our sales teams and Customers, they will bridge the gap between Customer Demand and executing agreements that deliver the desired outcomes through the entire Customer lifecycle. This role has the entire Services Portfolio in their kitbag and is responsible for the integrity of how our Portfolio of offerings is taken to market and applied in practice with Customers. This role reports into a regional team and will be primarily focused on a defined geographic territory.

•  Drive the transition to a primarily recurring revenue model in Services.
• Own overall responsibility for service offerings during sales cycle (new and installed base)
• Establish a trusted and strategic advisor relationship with sales and customer success management to help drive continued value of our customers
• Assisting the Sales team to improve deal velocity by helping prospects understand how to be successful with IFS  
• Maximize the subscription-based services sold to customers and partners.
• Satisfy the need of both identify and selling value to the customer and high and predictable profitability for IFS
• Align criteria for success with the customer and clarify how IFS can fulfill this.

Essential Duties and Accountabilities

The objective of the Services Sales Support team is to support the Sales, Success and Partner teams in maximizing our ability to successfully sell IFS services to our customers and Partners in a consistent way throughout the lifecycle and secure that we:

• Sell Services based on our Global Service Portfolio
• Propose the right level of engagement for each customer
• Use global standard templates, tools and agreements
• Scope and estimate to secure a predictable and profitable business for IFS
• Offers Services and solutions that the delivery teams can deliver and achieve agreed value
• Enable a smooth handover to Success and Delivery Management and Quality.
• Bring in Client Services Specialists in all relevant cases to ensure quality and deal velocity, where deep knowledge on Cloud, Partner, Lifetime Engagements, Academy, Maintenance, Product-focused (IFS Cloud, SMBU, A&D) projects.

To achieve this, we need a well-defined Engagement model and global Services Sales Processes that are scalable and support all opportunities with consistent, timely and accurate services sales content. 

Services Sales Support have the following responsibilities:

• Supports the IFS Sales team with qualifying, positioning, value identification, scoping, proposals, contracts and setting up lifetime value engagements for our Customer Services Portfolio.
• Responsible for driving both short term and long-term revenue realization targets and objectives.
• Work closely with Customer Success function to identify opportunities for existing customers and be able to take the inputs and translate them into benefits and attributes of the sale to increase the chance of winning and enable value for the customer. And positioning the correct services at the right time.
• Support Partner Success Manager in assisting partners during partner sales process where appropriate.
• Work closely with Partner Success Manager in positioning services along with partners.
• Provide feedback to Solutioning Centre on service offerings based on services sales engagement (evolving market needs) with prospects and customers.
• Must live the IFS Values.

Overall required competence

• The Client Services Partners enjoy the challenge of being the key driver, influencer, engager and motivator in Services Sales cycles, while governing both short and long terms revenue realization objectives along with set KPI’s for a designated territory.
• Be open for inputs from Customer Success function, architect team and sales regarding services portfolio.
• Remain familiar and up to date with all aspects of the Services portfolio and be able to position and sell successfully.
• Ability to operate in a fast-paced, decentralized, geographically and culturally diverse teams.
• Self-driven and proactive in nature.

Required education & experience

Essential:

• 5+ years of experience in a customer facing role
• Proficiency in English Language and local language.
• Strong verbal and written communication and strategic planning skills
• Comfortable working across multiple functions and geographical locations in a deadline-driven environment.
• Open for travelling as required.

Desirable:

• Experience in building relationship with C-Level
• Prior experience in similar or sales role

We are an EOE M/F/Disabled/Vet VEVRAA Federal Contractor. We are a Drug Free Workplace.