Account Executive- Manufacturing

Role Overview

Account Executive – Manufacturing at IFS, a billion-dollar revenue company with 7000+ employees on all continents. This is a net new sales hunting role within a high-growth market unit undergoing transformational growth.

Company Overview

IFS is a global enterprise software company with AI-driven solutions at the core of its award-winning products. The organization operates in a matrixed sales structure focused on geographical regions and key industry verticals. IFS is committed to diversity, inclusion, sustainability, and fostering a collaborative environment where employees can make a positive global impact.

Role Purpose

Hunt net new business across a focused list of strategic target accounts within the manufacturing sector. Lead with consultative, value-based selling using IFS's award-winning products and broader portfolio to identify, qualify, and close opportunities with new and existing customers in the Middle East market.

Key Responsibilities

Sales Execution & Strategy

• Deliver 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 evaluation plans, and power maps for named accounts.

Pipeline & Demand Generation

• Build pipeline and conduct demand generation activities to achieve 4x pipeline coverage.
• Own the end-to-end sales process including demand generation, understanding customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change, and winning business.

Sales Delivery & Targets

• Own 100% responsibility for annual sales targets and delivering as per quarterly budget.
• Demonstrate enterprise software sales quota-carrying sales cycle delivery across the Middle East market within IFS core industries.
• Track record of consistently meeting and over-achieving quota.

Collaboration & Partnerships

• Work with partners to penetrate accounts, creating joint sales plays that accelerate deal cycles and maximize value.
• Provide strong delivery plans that lead to happy, referenceable customers.
• Liaison with Sales leadership and Global teams to build a strong internal network and collaboration.
• Utilize resources within a matrix organization to get the job done.
• Build relationships and find support within a matrix-rich organization.

Administration & Reporting

• Manage and maintain complete CRM and Account hygiene at all times.
• Maintain sales cadence, administration, and reporting to ensure accurate forecasting.
• Demonstrate working knowledge of CRM systems and commitment to data hygiene and accurate reporting.
• Show willingness and appreciation of the sales process including cadence, forecasting, and accurate reporting.

Qualifications & Experience

• Enterprise software sales quota-carrying sales cycle delivery across the Middle East market.
• Strong enterprise sales knowledge in the Asset Management/Service Management arena.
• Track record of consistently meeting and over-achieving quota.
• Saudi National preferred.

Skills & Competencies

• Entrepreneurial mindset with innate curiosity and resilience.
• Consultative, value-based selling approach.
• Industry knowledge and enterprise software sales expertise.
• Strong written and verbal communication skills in English and Arabic.
• Working knowledge of CRM systems.
• Commitment to data hygiene and accurate reporting.
• Comfort working within a matrix-rich organization.

Additional Information

• Focused, resilient hunter with great collaboration and sales execution skills.
• Hungry and original thinker positioned within a high-growth market unit undergoing organic and inorganic transformational growth.