Client Services Partner
il y a 3 jours
Company Description
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.
**Job Description**:
**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 desired customer outcomes and design executable offerings to deliver value across the Customer lifecycle. A 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 and are primarily focused on a defined geographic territory.
The Client Services Partner 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 and minimise risk to Customer and IFS. The CSP will closely collaborate with many contributors but will drive the services content of the bids. For avoidance of doubt, the IFS Account Manager owns the overall customer relationship and end to end commercial responsibility (including for services). The positioning/packaging, commercial modelling advisory comes through the CSP.
**Expected behaviours**:
- Trusted Advisor: Establish a consultative, trusted and strategic advisor relationship with the sales teams, our prospects / customers and Customer Success Management (higher value Consultancy) teams to help drive continued value for our customers in medium / long term.
- 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: 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 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.
**Qualifications**:
**OVERALL REQUIRED COMPETENCE**
- The Client Services Partners enjoy the challenge of being the key driver, influencer, engager and motivator in Services Sales cycles, while supporting revenue objectives along with set KPI’s for the territory
- Collaborate with multiple parties to propose an appropriate services approach
- Be familiar / stay up to date with all aspects of the IFS Services portfolio and be able to position and sell successfully
- Ability to operate in a fast-paced, decentralized, geographically and culturally diverse team
- Self-driven and proactive in nature.
**REQUIRED EDUCATION & EXPERIENCE**
Essential:
- 10+ years of experience in a customer facing role
- Proficiency in English Language and local language
- Strong verbal and written communication - leading teams
- Planning, managing conflict
- 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 relationships from C-Level to field operatives.
- Prior experience in programme management, solution or services presales or similar.
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