Sales Manager - Net New, UK

IFS; Staines-upon-Thames; Hybrid; GBP 50,000 - 90,000

Job description

Company Description

IFS is a billion-dollar revenue company with 6000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.

Job Description

The Sales Manager – Net New primary responsibilities include leading and motivating a high performing team whose priorities include prospecting, qualifying, selling and closing new business to net new customers in the A&D and Service Industries. The Sales Manager brings a point of view to the engagement; uses all resources to solve customer problems with appropriate IFS products and services. The Sales Manager has accountability for increasing revenue of all IFS solutions through Software License, Acquisition and 3 Party Solutions, Cloud Service Subscription Revenue and Premium Engagement Revenue.

People Leadership

• Drive long term employee success with a focus on coaching, development, and building a high-performance team.
• Full ownership for recruiting, onboarding and training new team members.
• Position the team to grow successfully beyond its current targets, increasing the revenue of the team year on year.
• Displays passion on the job: act as a role model for the team, show authentic behaviour, demonstrate best practices and encourage team members to grow and overachieve, ensuring successes are shared and celebrated.
• Develops salesperson competence and capability, working in partnership with the Academy to continuously improve internal programs.
• Pro-actively addresses any performance issues, working in partnership with Country HR experts.

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue

• Achieve/exceed quota targets.
• Ability to access C Levels, involving IFS Executive Sponsors.
• Develop effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Understand Customer’s powermap, internal and external influencers.
• Establish strong management and Cxx relationships based on knowledge of customer requirements and commitment to value.
• Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.

Demand Generation, Pipeline and Opportunity Management

• Follow a disciplined approach to maintaining a rolling pipeline.
• Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Be proficient in and bring all IFS offers to bear on sales pursuits.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Support all IFS promotions and events in the territory.

Sales Excellence

• Sell value.
• Define and position IFS Unique Business Value to address Customer requirement and competitors.
• Qualify opportunity (business driver, compelling event), competition, power map and decision process.
• Involve Partner Ecosystem to secure business.
• Create, maintain and leverage the Customer Account Plan.
• Maintain White Space analysis and execution of initiatives on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilise best practice sales models.
• Understand IFS’ competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Qualifications

• University degree, or equivalent professional qualifications, in a field relevant for the functional area or responsibility.
• Significant experience in sales of complex business software / IT solutions / start-up and/or management consulting experience with a value sell mentality.
• Significant experience in a similar senior key account manager/leadership role, managing and leading a sales team to overachieve against targets.
• Significant people management experience and demonstrable experience with hiring, development and retention of top talent.
• Proven track record in complex sales at C-level with a collaborative and impactful manner.
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Experience in Aerospace & Defence and Service preferred.
• Excellent presentation and executive engagement skills.
• Business level English: Fluent.

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.