Account Executive (Construction & Engineering)
Job Description
We are seeking a driven, focused, and resilient sales professional with excellent collaboration and sales execution skills to help grow our business across the market unit.
As a net new sales executive targeting strategic accounts, you will be entrepreneurial and excel at building pipeline, creating, and closing new opportunities.
By employing a consultative, value-based selling approach, you will promote IFS's award-winning products and leverage our broader portfolio to bring value to customers.
Your industry knowledge and enterprise software sales expertise will help identify and qualify deals, leading to sales opportunities with new customers.
This role is within a high-growth market unit undergoing transformational growth. We challenge and disrupt industry standards often accepted by competitors in the global enterprise software space.
Our go-to-market strategy focuses on geographical and key industry verticals within a matrixed sales organization.
Responsibilities :
- Strong sales execution and continuous improvement of these skills
- Prepare, update, own, and execute the Go-To-Market Strategy for the Construction & Engineering Industry
- Prepare, own, and maintain Territory Plan for this industry
- Prepare Account Plans including deal action cards, mutual evaluation plans, and power maps for named accounts
- Own the end-to-end sales process, including demand generation, understanding customer needs, agreeing on a mutual evaluation process, managing the RFI / RFP process, building a business case for change, and winning business, utilizing resources within a matrix organization to get the job done
- Collaborate with partners to better penetrate accounts, creating joint sales plays that accelerate deal cycles and maximize value, while providing strong delivery plans leading to happy, referenceable customers
- 100% responsibility for meeting annual sales targets and delivering as per the quarterly budget
- Continuous pipeline building and demand generation activities to achieve at least 4x pipeline coverage
- Liaise with Sales leadership and Global teams to build a strong internal network and collaboration
- Manage and maintain complete CRM and Account hygiene, along with sales cadence, administration, and reporting to ensure accurate forecasting
Qualifications
You will demonstrate :
- In-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographical market within the assigned industries and accounts across the market unit
- An entrepreneurial growth mindset with innate curiosity and resilience
- Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
- Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
- A track record of consistently meeting and over-achieving quota
- Strong written and verbal communication skills in both Dutch and English.
- Comfort working within a matrix organization, building relationships, and finding support to get the job done.