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| IFS Dubai |
Company Description
IFS develops and delivers enterprise software for customers around the world who manufacture and distribute goods, maintain assets, and manage service-focused operations. The industry expertise of our people and solutions, jointly with commitment to our customers, has made us a recognised leader and the most recommended supplier in our sector. Our team of 4,000 employees support more than 10,000 customers worldwide from a network of local offices and through our growing ecosystem of partners. For more information, visit: IFS.comJob Description
Regional Sales Head for Customer Success Services is responsible for driving all IFS activities that aim at selling our Customer Success Services portfolio. This role is managing a team of services sales and presales specialists across the Region Asia Pacific Japan Middle East and Africa (APJ MEA) and working very closely with the license sales leaders in all Market Units.The primary purpose of his role is to drive a consultative and business led sales approach that is bringing together our software products with our outcome and customer value oriented customer life-cycle services.
This role reports into Regional Vice President of Customer Success and is a key leadership role within our Regional Customer Success function.
Responsibilities entail:
- Drive the transition to a primarily recurring revenue model in Services.
- Lead the Customer Demand team in APJMEA region comprising of Client Services Partners and Client Services Specialists who are geographically positioned close to our customers and market unit sales/services colleagues.
- Own overall responsibility for service offerings during sales cycle (new and installed base customers).
- Establish a trusted and strategic advisor relationship with sales leaders and customer success management to help drive continued value of our customers.
- Assisting the Sales team to improve deal velocity by taking the leadership role and assigning the right resources to understand how to be successful with IFS solutions.
- Maximize the subscription-based services sold to customers.
- Satisfy the need of both identify and selling value to the customer and high and predictable profitability for IFS.
- Align criteria for success with the customer and clarify how IFS can fulfill this.
- Sell Customer Success Services based on our Global Service Portfolio.
- Represent APJMEA region withing Global Customer Demand Team.
- Own the Customer Success Sales Forecasting process for APJMEA region.
- Lead the Market unit sales forecasting calls for Customer Success Sales function during the weekly/monthly/quarterly cadences along with other regional and global leaders.
- Propose the right level of engagement for each customer.
- Use global standard templates, tools and agreements.
- Scope and estimate to secure a predictable and profitable business for IFS.
- Enable a smooth handover to Success and Delivery Management.
Qualifications
- The Customer Demand Leader enjoys the challenge of being the key driver, influencer, engager and motivator in Services Sales cycles, while governing both short and long terms revenue realization objectives along with set KPI’s for a designated territory.
- Be open for inputs from Customer Success function, architect team and sales regarding services portfolio.
- Remain familiar and up to date with all aspects of the Services portfolio and be able to position and sell successfully.
- Ability to operate in a fast-paced, decentralized, geographically and culturally diverse teams.
- Self-driven and proactive in nature.
- 15+ years technology and management consulting experience.
- Track record of managing teams across different cultures and matrixed team environments.
- Digital/Cloud transformation experience preferred.
- Strong understanding of SaaS software deployments.
- Strong understanding of Services Sales and Revenue forecasting and associated KPI/ business metrics.
- Collaborative team builder across organizational and geographical boundaries.
- Exceptional leadership skills.
- Energizes and inspires team with a positive attitude, focus on employee empowerment and individual recognition.
- Comfortable working across multiple functions and geographical locations in a deadline-driven environment.
- Open for travelling as required and possible.
- Must be fluent in English (Written and Verbal) and additional locals languages a bonus.
Additional Information
Preferred working locations are Dubai or Singapore.Recent jobs in uae
Location: Dubai, United Arab Emirates
Job Type: Full-time
