VP Install Base

3 weeks ago

Dubai, Dubai, United Arab Emirates IFS Full time

This is a fantastic opportunity for aresultsfocused professional with a keen interest in Customerengagement and driving business impact to join a rapidly growingand dynamic business in the AsiaPacific Japan Middle East &Africa (APJ MEA) region.

The VP Installed BaseAPJMEA will work collaboratively with the market unit sales teamsto direct activity across the region driving sales revenue anddevelop account penetration strategies qualify leads generate salesand close business within our existing customerbase.

You will have a strong background inbuilding a team where you direct coach and support the install baseaccount executives to deliver on pipeline generation targets ofprospective opportunities across their territory to createsufficient opportunity cover to achieve their salestargets.

Working collaboratively with marketingteams to drive install base marketing activity to generate inboundand outbound calls emails and web interface to focus on maintainingand expanding business ensuring as a region we are creating andexecuting demand generation activity through creative approaches todrive innovative propositions into the customerbase

The VP Install Base will develop extend andmaintain relationships with the appropriate departments within IFSand Identify new business opportunities by creating andimplementing territory campaigns with managementsupport.

Duties include but are not limitedto:

  • Matrix structure leadership ofincluding input to recruitment and career development of aregionally diverse team of install base account executives enablingthe team to succeed on an accelerated career path to high salesperformance against todays and aligned to our 2025 growthplans
  • Own demand generation in the install basecustomers to drive greater customer adoption and accountpenetration to protect and growth recurringrevenues
  • Proactively work with partners andcustomers as a trusted advisor to develop account penetration andcross sell strategies to optimize the value from thecustomer base
  • Ensure customers are actualizingthe anticipated business value from their IFSassets.
  • Oversee the market unit management andexecution of the complete sales lifecycle from initial territoryprofiling proposition development prospecting engaging existingclients in sales pursuit closure booking and ensuring engagement ofsuitable IFS or partner resource to assure a successfulimplementation.  
  • Drive andimplement best practice policies and procedures working with theglobal team and effectively localize the IFS approach for themarket unit level needs
  • Direct the install basesales team direct reports and channel partners to manage allopportunities within CRM ensuring that this is kept up to date inan accurate and timely manner to provide a reliable view of yourbusiness.  Create and provide reports and ensure frequentcommunication on prospect accounts
  • Maintain andexpand the database of prospects within the install base leveragingearly renewals and account development and penetration approachesto build up reliable recurringrevenues.

Qualifications:

To be successful you willhave:

  • 10 years selling with provensales quote attainment and 3 years in a leadership role withinEnterprise solutions preferably for the OEM directly working withsales teams and with Partners (SIs and also the Channel) and havelead  complex negotiations with C level participants tosuccessful closure
  • Good understanding of ERPIndustrial Asset (EAM) and Service Management (FSM andESM)
  • Financial acumen and analytical thinkingwith attention to detail to model and achieve compelling commercialproposals
  • Excellent communication skillsincluding writing and presenting in English other languages are aplus (specifically Arabic Mandarin and/orJapanese)
  • Comfort working across multiple timezones including working unusual hours to collaborate with crossregional colleagues
  • High level of personalresilience and drive to work independently towards revenue deliveryfor the install base across APJ MEA
  • Ability tocoach and influence the direct and virtual teams to be viewed as atrusted business partner to the MarketUnits.
  • Enterprising and daring attitude to yourwork to drive transformation andgrowth
  • Knowledge and appreciation of the fivekey industry IFS focuses on: Manufacturing Energy &Utilities Aerospace & Defense Construction &Infrastructure Telecoms and Service.
  • Executivepresence and a clear ability to distil critical facts andcomplexity into clear business cases and valuepropositions.
  • Strong understanding of softwarelicensing principles commercial constructs to multiyear enterprisesoftware license agreements and intellectual property rightsmanagement and effective at conveying complex licensing andcontractual elements for mutual understanding in a customer/partnerfriendly manner.
  • Ability to perform in a matrixorganisation and assist installbase sales and partner managers toensure  business objectives are being met by providinganalysis and context to boost the efficiency of customerconversations.

RemoteWork :

No

EmploymentType :

Fulltime

Key Skills
BusinessDevelopment,Eclipse,Economics,Accounting,Corporate RiskManagement,Brokerage
Department / FunctionalArea: Sales
Vacancy: 1

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