Job Description
The One Europe Services Pre-Sales Director is the leader of our Client Services Partners (CSP) and Cloud Services Specialists (CSS) for a selected number of Market Units within Europe (and is part of the Services Pre-Sales Management Team for Europe). The role is responsible for contributing to the global strategy, ensuring that an approach based on global consistency resonates at regional and local level.
The One Europe Services Pre-Sales Director is accountable for the execution of the strategy at regional and local level, delivering performance objectives throughout the year. The role is a key stakeholder for Regional and Market Unit Leadership, Practice VPs & Bid Leads and the relevant COO’s, and Sales Leadership of these units.
The role can be based in UK, BNL, France, Germany.
Key Tasks
1. Drive the transition to a primarily recurring revenue model of Services, for a selected number of Market Units within Europe.
2. Own overall responsibility for service sales bookings performance (new and installed base), for a selected number of Market Units within Europe.
3. Promote a team approach to sales, ensuring that services are positioned accurately and appropriately to achieve optimal results for customers.
4. Establish a trusted and strategic advisor relationship with sales and customer success management to help drive continued value of our customers.
5. Drive quality and integrity through the Services Pre-Sales function to maximize Customer Success and a predictable and profitable business for IFS.
6. Assist the Sales team to improve deal velocity by helping prospects understand how to be successful with IFS.
7. Empower the team and wider organisation to self-serve, to improve scalability and to provide capacity to focus on selected key deals.
8. Maximize the subscription-based services sold to customers and partners.
9. Line Manage the Client Services Partners and Cloud Services Specialists including mentoring, performance managing and coaching a high performing Services Sales Support unit.
10. Enabling the team needs to be balanced with running & supporting opportunities. Furthermore, the Services Pre-Sales Director is heading a team of up to 10 employees.
11. Foster a team environment centred on knowledge sharing others to be successful.
12. In collaboration with the Regional GCS VP, the Regional Pre-sales Director, Global Customer Services GTM, and recognizing the current and future needs of our Customers and IFS, make strategic and tactical decisions on the shape and focus of our Client Services Partners to maximize performance and profitability across the business.
Qualifications
Qualifications
13. Result orientated individual with a history of high-performance management of medium sized teams.
14. Expected have proven history working in high pressure sales environments and handling multiple bids in parallel.
15. Expected to have proven history of developing (hiring, coaching, performance managing) senior individuals and building successful teams.
16. Should be very competent at making strategic decisions and prioritizing evolving business needs as needed.
17. Excellent C-Level communication (both internal and external).
18. Drive discipline, quality and consistency of performance and process through the organization.
19. Ability to operate in a fast-paced, decentralized, geographically and culturally diverse teams.
20. Self-driven and proactive in nature.
21. Remain familiar and up to date with all aspects of the Services portfolio and be able to position and sell successfully.
22. Be open for inputs from Customer Success function, architect team and sales regarding services portfolio.
23. Expected to live the IFS Values.
24. Comfortable working across multiple functions and geographical locations in a deadline-focused environment.
25. Open for travelling as requested
Education & Skills
26. 10+ years work history including both Management and Customer facing roles, preferably having sold services in at least one prior role.
27. Strong people management skills and experiences.
28. Professional Services management knowledge.
29. Project Management skills/certification (is a plus).
30. Change Management skills/certification (is a plus).
31. Expected to demonstrate commercial awareness and proof of sustained success.
32. Proficiency in English Language and local language.
33. Strong verbal and written communication and strategic planning skills.