Global Strategic Initiatives Sales Executive

  • Singapore
  • Full-time
  • IFS Referral Bonus Code: SH21
  • Job location: On site

Company Description

IFS delivers 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™.

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.

Job Description

VP, GSI is responsible for defining and leading an Account Team during the various stages of the Deal Cycle.  The individual will participate in various portions of the following phases:  Strategy, Deal Structuring, Negotiations and Closure. 

 

Strategy:  

  • Work with the Account Teams on key strategic deals.   

  • Lead or support the execution of the deal setting objectives and analyse key corporate data (such as Corporate reports, Board Members, eco-system).   

  • Formulate, set, and manage strategy with account team to accelerate sales cycle 

  • Confirm key decision makers and their decision-making process 

  • Identify key levers to create compelling event to drive closure 

  • Advise and discuss competitive positioning 

 

Deal Structuring 

  • Understand the business objectives and will lead or support the account team to create a deal structure that maximizes the value of the opportunity and achieving IFS’s business objectives.   

  • Prepares the Bill of Materials, Cash Flows and other documents supporting the optimal structure.   

  • Coordinate the various internal IFS stakeholders (e.g., Revenue Recognition, Pricing, Legal) to gather data and obtain approvals for the deal structures.     

  • Advise and construct optimal commercial structure addressing competition and customer requests while preserving revenue recognition and IFS value 

  • Create existing landscape overview 

  • Lead or support presentation of proposal to customer 

  • Develop strategy for pricing and discount structure to maximize value 

  • Analyze and confirm scope of Bill of Materials 

  • Formulate competitive financial models (e.g. cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity 

 

Negotiations:   

  • Experience in coordinating internal stakeholders to support the account teams during the ongoing customer negotiations, including commercial aspects of the deal structure. 

  • Understands issues pertaining to Revenue Recognition, Pricing, Commercial and Legal, in order to secure optimal results and deal execution. 

  • Lead or support negotiations of terms and conditions of Software License and Services Agreement 

  • Finalize internal proposal approval 

  • Facilitate release of proposal/contracts 

  • Define joint close plan 

  • Coordinate various IFS Teams (e.g. RevRec, Contracts, Pricing, Finance) for deal involvement and input/evaluation 

  • 3rd party negotiators experience 

 

 

Closure:   

  • Able to lead or support final closure of contractual/legal issues for the deal.  

  • Finalize terms and conditions with customer 

  • Deliver executable contracts 

  • Ensure customer commitment and signature 

  • Receive and review signed contracts 

  • Ensure internal contractual closure and booking process 

Qualifications

  • People Leadership (within a Matrix) 

  • Strong Business acumen  

  • Results focused – driving business performance / achieving against targets 

  • Strategic mindset  

  • Strong Relationship management 

  • Commercial awareness 

  • Strong Influencing skills 

  • Ability to define & analyse comprehensive amounts of information (e.g. on existing contracts, previous purchase, customer history) 

  • Influence and support documentation for competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity 

  • Coordinate various IFS Teams (e.g. Rev Rec, Contracts, Pricing, Finance) deal involvement and input/evaluation  

  • Support commercial structure addressing competition and customer requests while preserving revenue recognition and  IFS value 

  • Devise strategy for pricing and discount structure to maximize value 

  • Lives the IFS Values 

 

Additional Information

Essential: 

  • Highly experienced individual with background in Enterprise Software Sales 

  • Strong backgrounds in creating, growing and closing strategic and/or complex opportunities 

  • experience in coordinating internal stakeholders to support the account teams during the ongoing customer negotiations, including commercial aspects of the deal structure 

  • Enterprise Sales Background, with strong Legal and Rev Rec understanding.  

This role can be based in Singapore or Dubai 

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