Job Description

Company Description

IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award-winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters-at the Moment of Service\xe2\x84\xa2.

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 accept that there are so many different perspectives in this world. 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.

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



The Regional Services Sales Support Director is the leader of our Client Services Partners and Specialists in Asia Pacific, Japan, Middle-East and Africa (APJMEA) Region. The Regional Services Sales Support Director is accountable for the execution of the IFS strategy at regional and local level, delivering performance objectives throughout the year. The Services Sales Support Director is a key stakeholder for our Regional and Business Unit Presidents and the relevant COO\'s and Sales Leadership of these units. The Services Sales Support Director will exhibit the following behaviours:

We are open to consider candidates in Tokyo and Dubai as well (relocation not provided.

• Trusted Advisors: Establish a consultative, trusted and strategic advisor relationship between the services sales support and the sales teams, our customers and Customer Success Management teams to help drive continued value for our customers.
• Shift to Subscription: While the Account Managers own the commercial strategy and responsibility for closing an opportunity, the services sales support teams will help to drive shift to subscription (recurring revenue models) for Services in line with IFS\' wider strategy.
• Growth & Integrity: Operate with a sales growth mindset blending value for the customer with IFS revenue/profitability goals, and IFS service integrity.
• Ensure compliance, process and procedure are adhered to.
• Ensure CSP\'s and CSS\'s operate with the expected behaviors and activities as per the respective Charters.
• Multiplier; Stay enabled and up to date on the latest offerings through attending clinics, mandatory enablement, events and maintaining a personal development plan.
• Growth mindset: coaching and guidance to develop effective professionals within the team and create fulfilling career paths.

Essential Duties and Accountabilities:

The primary objective of the Regional Services Sales Support team is to ensure that performance metrics are met while protecting the integrity of our Customer Services organization. The following activities apply:

• Ensure that the services sales support teams position and package all IFS Services offerings (Consulting, Support/Maintenance, Cloud Services and Success) for Net New, Install Base and Key Account segments early in the sales cycle. Establish an end-to-end service offering for each bid incorporating all relevant IFS Services. Establish the realistic and optimal implementation/upgrade/Success approach for each bid and customer: Partner-led, IFS-led or hybrid, early in the sales cycle. Escalate where any risks as appropriate.
• Insist on utilization of our tooling and processes:

• For any IFS proposals/contracts pricing/timelines may only be released with a validated Scope Tool model/pre-burner in place. The CSP must validate that this is complete.
• Full usage of the standard IFS calculation/estimation tools and practices (link).
• Ensure all proposals have an execution plan, including realistic timelines, project milestones, resource profiles. Align with key stakeholders as required. Bring in GCS delivery experts as a cost of sale if required. Ensure assumptions and limitations are documented in the proposal.
• Attainment of a meaningful Customer Success Plan for any Guided/ Tailored Success customer.
• Application of the services sales process, including the management of risk through securing services sign-offs from the relevant IFS stakeholders. Ensuring that the GCS Customer Success leader locally (or qualified delegate) is engaged early and remains engaged through the sales process.
• Managing quality and bid reviews within GCS for bids actively being worked on by the CSP.
• Support a high-quality handover upon transition into delivery as part of the end-to-end sales handover process (link).
• Support the services sales support team to run regular clinics/ enablement for the Account Managers in an assigned territory, actively building relationships and multiplying portfolio awareness.
• Proactively drive collaboration between CSP\'s, CSS\'s and other stakeholders when additional content, detail and specialist support is required.
• Aid business planning and measurement through:

• Weekly CRM hygiene reviews and supporting local sales on pipeline creation activities.
• Lead Services Bid Reviews (with can be included in an overall Bid Review led by sales or separate if GCS are reviewing the services planning and content).
• Updates to key stakeholders, local/regional/global as per agreed cadence.
• Drive recruitment, retention and performance management for the services sales support team.
• Plan and execute strategically to fulfil short, medium and long-term objectives.
• Presenting at monthly and quarterly business reviews, in Region and within the Global Customer Services organization.
• Work with the global management team to identify and address any risks and ensure the necessary support is in place for our services sales support teams to be successful.

Qualifications

• The Regional Services Sales Support Director is a result orientated individual with a track-record of high-performance management of large teams.
• Must have direct experience working in high pressure sales environments and handling multiple bids in parallel.
• Must have a track record of developing (hiring, coaching, performance managing) senior individuals and building successful teams.
• Must be very competent at making strategic decisions and prioritizing evolving business needs as required.
• Excellent C-Level communication (both internal and external).
• Drive discipline, quality and consistency of performance and process through the organization.
• Ability to operate in a fast-paced, decentralized, geographically and culturally diverse teams.
• Self-driven and proactive in nature.
• Remain familiar and up to date with all aspects of the Services portfolio and be able to position and sell successfully.
• Be open for inputs from Customer Success function, architect team and sales regarding services portfolio.
• Must live the IFS Values.
• 15+ years of experience including Customer facing and Management roles.
• Must be able to demonstrate commercial awareness and proof of sustained success.
• Must have hands on Implementation or Services Sales experience for ERP software. Having Services Sales experience in Premium Engagement would be beneficial.
• Proficiency in English Language and local language.
• Strong verbal and written communication and strategic planning skills.
• Comfortable working across multiple functions and geographical locations in a deadline-driven environment.
• Flexible for travelling as required and up to 60%.

IFS