Strategic Account Manager, Manufacturing - ERP, EAM, Field Service Management

IFS•Itasca, IL

9d•Hybrid

About The Position

IFS North America is seeking a Strategic Account Manager to sell enterprise software and support the company’s growth in the North American business software market. The role manages a group of existing customer accounts, develops account plans, and sells additional software, subscriptions, services, and renewals. The manager uses IFS resources and solutions to address customer problems and priorities, build relationships with customer executives, and create sustainable account growth. The position involves understanding customers’ technology environments, strategic plans, and competitive landscapes; developing business plans and using benchmarking and ROI data to support customer decisions; and identifying upsell and cross-sell opportunities. The manager works with internal teams and partners to develop pipeline, supports regional promotions and events, maintains accurate CRM information, and seeks to make customers references for IFS. The role includes 50–60% travel and offers hybrid work opportunities.

Requirements

At least 5 years of relevant sales and account management experience involving complex software sales.
Ability to carry a quota and a proven record of consistent quota achievement.
Strategic value-selling capability.
Ability to communicate with and effectively persuade C-level decision makers and articulate IFS’s value proposition quickly.
Ability to work in a team environment with solution experts.
Bachelor’s degree.
Personal qualities including quick learning, problem-solving and decision-making ability, strong communication skills, initiative, persistence, enthusiasm, adaptability, and an entrepreneurial spirit; able to thrive in a fast-paced environment and think quickly.

Nice To Haves

Strong understanding of field service, workforce scheduling, warranty, reverse logistics, and mobile solutions, including mobile workforce management.

Responsibilities

Achieve and exceed quota targets by executing sales strategies and account plans.
Manage customer accounts and relationships, selling software licenses, cloud subscription revenue, professional services, and renewals.
Develop specific account plans to deliver revenue targets and sustainable growth.
Create and deliver business plans that address customer priorities and pain points.
Use benchmarking and ROI data to support customers’ decision processes.
Build strong management and C-level relationships based on understanding customer requirements and delivering value.
Develop a foundation for future business opportunities and maintain accurate account information and strategy.
Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
Review public information about customers and competitors to stay current on industry trends and issues affecting customers.
Maintain white-space analysis and execute upsell and cross-sell initiatives across the customer base.
Leverage Marketing, Partners, Pre-Sales, Support, Business Operations, and Professional Services to build pipeline in the assigned territory.
Present relevant IFS industry, line-of-business, and technology solutions in sales pursuits.
Strive to make all customers IFS references.
Support IFS promotions and events in the region.
Maintain accurate customer and pipeline information in the CRM system.