Enterprise Sales Account Executive - Net New (EUR industry)
The Enterprise Sales Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to net new prospects with high potential, across core IFS industries including Energy, Utilities & Resources. They bring a unique energy and mentality to business development throughout their territory, finding, developing and closing large‑scale transformation projects.
We are looking for a dynamic, self‑motivated senior sales executive with the following characteristics:
Core Responsibilities
- Annual Revenue – Achieve / exceed quota targets.
- Sales strategies – Develop effective and specific account and territory plans to ensure revenue target delivery and sustainable growth, including where relevant within Energy, Utilities & Resources.
- Trusted advisor – Build strong management and C‑level relationships based on customer understanding, value creation and enterprise software expertise.
- Customer Acumen – Understand each customer’s technology footprint, growth plans, technology strategy and competitive landscape. Stay current on industry trends impacting target accounts, including those in Energy, Utilities & Resources.
- Territory & Account Leadership – Own the territory, account relationships, prospect profiling, and sales cycles. Encourage accounts to become IFS references.
- Business Planning – Deliver strategic business plans addressing customer priorities and pain points, supported by benchmarking and ROI insights.
- Build business by identifying and selling to prospects; maintaining long‑term client relationships.
- Identify business opportunities through analysis of market position and industry dynamics.
- Engage prospects, cultivate relationships, and recommend tailored solutions.
- Maintain relationships by providing support, information, insights, and recommendations.
- Identify product improvements or new solutions based on industry trends and competitive activity.
- Prepare reports by collecting, analysing and summarising information.
- Uphold quality service by adhering to organisational standards.
- Maintain professional knowledge through ongoing learning, networking, and industry engagement.
- Contribute to team success as needed.
Demand Generation, Pipeline & Opportunity Management
- Follow a disciplined approach to pipeline hygiene and maintain a rolling, accurate pipeline.
- Leverage Marketing, Inside Sales, Partners and Channels to drive pipeline generation, including opportunities emerging from Energy, Utilities & Resources.
- Bring the full IFS solution portfolio into sales cycles: industry solutions, CRM, SCM, PLM, EOI, EAM, MRO, analytics, mobility, and related technologies.
- Progress and close opportunities through effective execution of sales strategy and roadmaps.
- Support IFS promotions, campaigns and events within the territory.
Sales Excellence
- Sell value at every stage of the customer engagement.
- Conduct whitespace analysis and execute up‑sell and cross‑sell initiatives.
- Orchestrate resources across pre‑sales, consulting, marketing and partners to deliver winning engagements.
- Apply best‑practice sales methodologies.
- Understand competitive offerings and effectively position IFS — including industry‑specific competitors in Energy & Utilities segments.
- Maintain accurate customer and pipeline data within CRM.
Qualifications
- Hunter mentality with the ability to drive consistent business development across the territory.
- Extensive experience selling complex business software / ERP / EAM / FSM solutions with a value‑based approach.
- Enterprise software experience.
- Industry exposure to Energy, Utilities & Resources, Service or related verticals is highly desirable and preferred.
- Proven track record in complex, multi‑stakeholder, C‑level sales engagements.
- Demonstrated success leading large transactions and long‑cycle transformation programmes in a competitive, consultative environment.
Additional Information
We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.