Sales Director

Job Description The AI Sales Director – Installed Base & Net New is responsible for guiding the commercial success of IFS’s AI portfolio across existing customers and new prospects. This role focuses on expanding adoption of IFS Embedded AI, The Loops, and 7Bridges, maximising cross-sell and upsell opportunities while developing new AI‑led transformation partnerships. You will bring a clear perspective on how AI creates measurable business value and support customers throughout their journey - from exploration to adoption. You will collaborate with internal teams and partners to expand AI opportunities, ensuring IFS is recognised as a trusted, strategic AI partner. People Leadership Foster long‑term team success through coaching, skills development, and creating a supportive, high‑performance environment. Lead hiring, onboarding, and training for new team members. Enable the team’s continued growth by building capabilities that support year‑on‑year revenue expansion. Act as a positive example by demonstrating inclusive leadership, sharing best practices, and celebrating team achievements. Strengthen sales capability through continuous development, in partnership with the Academy. Address performance challenges constructively, working closely with MU HR business partners. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue Achieve or exceed annual revenue targets. Build and maintain effective relationships with C‑level executives and involve IFS Executive Sponsors when appropriate. Develop clear, actionable account plans that support sustainable growth. Build relationships across new and existing customers and use these insights to shape account strategy. Understand customer organisational dynamics and key influencers. Act as a trusted partner by bringing relevant insight, expertise, and value aligned to customer needs. Maintain deep knowledge of each customer’s technology landscape, growth priorities, and competitive environment. Stay informed about industry trends and updates that may impact customer strategy. Lead the designated territory, including account planning, relationship management, prospecting, and sales cycles. Encourage accounts to become IFS references. Develop and deliver business plans that address customer priorities, using benchmarking and ROI insights to support decision‑making. Demand Generation, Pipeline and Opportunity Management Build a strong AI‑focused pipeline through targeted outreach, workshops, partner engagement, and value‑led interactions. Maintain an accurate, forward‑looking pipeline using disciplined pipeline management practices. Partner with Marketing, Inside Sales, Partners, and Channels to expand pipeline opportunities. Advance and close opportunities by executing effective sales strategies and roadmaps. Support IFS events and promotions across the territory. Sales Excellence Articulate and sell value clearly and effectively. Position IFS’s unique business value in alignment with customer priorities and competitive context. Qualify opportunities using a clear understanding of drivers, timelines, and decision processes. Coordinate resources and cross‑functional teams to successfully execute sales cycles. Apply best‑practice sales approaches. Understand the competitive landscape and position IFS solutions confidently. Keep CRM information accurate and up to date. Qualifications University degree or equivalent professional experience relevant to the role. Extensive experience in selling complex business software, IT solutions, start‑ups, or management consulting, with a value‑based sales approach. Demonstrated success in a senior account management or sales leadership role, including leading a team to exceed revenue targets. Strong people‑leadership experience, including hiring, developing, and retaining diverse talent. Proven experience in complex sales at C‑level with an inclusive, collaborative approach. Experience leading team‑selling engagements. Successful track record with large transactions, transformation projects, and multi‑stage sales cycles in a fast‑paced, consultative environment. Experience in Aerospace & Defence or Service industries is an advantage. Strong presentation and executive‑engagement skills. Fluent business‑level English, written and spoken. #J-18808-Ljbffr