IFS develops and delivers enterprise software for customers around the world who manufacture and distribute goods, build and maintain assets, and manage service-focused operations. 

The industry expertise of our people and solutions, together with a commitment to delivering value to every one of our customers, has made IFS a recognized leader and the most recommended supplier in our sector.

Our team of 4,000 employees and growing ecosystem of partners support more than 10,000 customers around the world challenge the status quo and realize their competitive advantage. Learn more about how our enterprise software solutions can help your business today at ifs.com.

IFS develops and delivers enterprise software for customers around the world who manufacture and distribute goods, build and maintain assets, and manage service-focused operations. The industry expertise of our people and solutions, together with a commitment to delivering value to every one of our customers, has made IFS a recognized leader and the most recommended supplier in our sector. Our team of 4,000 employees and growing ecosystem of partners support more than 10,000 customers around the world challenge the status quo and realize their competitive advantage. Learn more about how our enterprise software solutions can help your business today at ifs.com.

SUMMARY

The Client Services Partner (CSP) is a key partner to our sales teams and customers, they provide services presales guidance and advice, working with Sales and Delivery to establish / shape desired customer outcomes and design executable offerings to deliver value across the Customer lifecycle. The person in this role has the entire IFS Services Portfolio in their kitbag (project consulting and project management, Support & Maintenance, Cloud services, Success and Academy - training) and is responsible for shaping how our portfolio of service offerings is taken to market and applied in practice with Customers. Client Service Partners report into a regional team with a primary focus on a defined geographic territory.

The CSP is dedicated to supporting the Sales organization with the packaging, positioning and attachment of services, based on a common understanding of what the customer is trying to achieve in the short and long-term, and also ensuring that IFS proposals follow best practice / standards and minimise risk to both customer and IFS. The CSP will closely collaborate with many contributors but will drive the services content of the bids, along with underpinning documentation, contracts and SOWs. For avoidance of doubt, the IFS Account Manager owns the overall customer relationship and enduring commercial responsibility. The positioning/packaging, commercial modelling advisory is via the CSP.

Expected behaviours:

• Trusted Advisor: Establish a consultative, trusted and strategic advisor relationship with 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 CSP 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
• Multiplier; Stay enabled and up to date on the latest offerings through attending clinics, mandatory enablement, events and maintaining a personal development plan. 

Expected activities:

• Position and package all IFS Services offerings (project consulting, support, maintenance, cloud services, Success and Academy) for Net New, Install Base and Key Accounts
• 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.

OVERALL REQUIRED COMPETENCE 

• The Client Services Partners must enjoy the challenge of being the key driver, influencer, engager and motivator during the Services Sales cycles, while governing both short and long terms revenue realization objectives along with set KPI’s for the region
• Collaborate with Customer and Partner Success functions, Solution Architect team and sales / pre-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. 

REQUIRED EDUCATION & EXPERIENCE 

Essential: 

• 10+ years of experience in a customer facing and/or pre-sales role for Professional Services / Consultancy / Programme Management and experience of customers undergoing transformation, digitalisation, improvement programmes etc.

• 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

• Willing to travel throughout the region (Europe) as required. 

Desirable: 

• Experience in building relationship with C-Level

• Prior experience in similar or sales role.