Job Description
Global Strategic Engagement Executive lead or support an Account Team during the various stages of the Deal Cycle. The person will participate in various portions of the following phases: Strategy, Deal Structuring, Negotiations and Closure.
Strategy
1. Work with the Account Teams on key strategic deals.
2. Lead or support the execution of the deal setting objectives and analyse key corporate data (such as Corporate reports, Board Members, eco-system).
3. Formulate, set, and manage strategy with account team to accelerate sales cycle
4. Confirm key decision makers and their decision-making process
5. Identify key levers to create compelling event to drive closure
6. Advise and discuss competitive positioning
Deal Structuring
7. Understand the business objectives and will lead or support the account team to create a deal structure that maximizes the value of the opportunity and achieving IFS’s business objectives.
8. Prepares the Bill of Materials, Cash Flows and other documents supporting the optimal structure.
9. Coordinate the various internal IFS stakeholders (, Revenue Recognition, Pricing, Legal) to gather data and obtain approvals for the deal structures.
10. Advise and construct optimal commercial structure addressing competition and customer requests while preserving revenue recognition and IFS value
11. Create existing landscape overview
12. Lead or support presentation of proposal to customer
13. Develop strategy for pricing and discount structure to maximize value
14. Analyse and confirm scope of Bill of Materials
15. Formulate competitive financial models ( cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity
Negotiations
16. Proven history in coordinating internal stakeholders to support the account teams during the ongoing customer negotiations, including commercial aspects of the deal structure.
17. Understands issues pertaining to Revenue Recognition, Pricing, Commercial and Legal, in order to secure optimal results and deal execution.
18. Lead or support negotiations of terms and conditions of Software License and Services Agreement
19. Finalise internal proposal approval
20. Facilitate release of proposal/contracts
21. Define joint close plan
22. Coordinate various IFS Teams ( RevRec, Contracts, Pricing, Finance) for deal involvement and input/evaluation
23. Proven history with 3rd party negotiators
Deal Closure:
24. Able to lead or support final closure of contractual/legal issues for the deal.
25. Finalize terms and conditions with customer
26. Deliver executable contracts
27. Ensure customer dedication and signature
28. Receive and review signed contracts
29. Ensure internal contractual closure and booking process
Qualifications
30. Minimum 10+ years of experience in strategic roles with a focus on global business development
31. History of Sales Experience as an individual AE and or as Sales Director / Sales VP
32. Proven leadership skills with experience managing international cross functional teams and projects
33. Willingness to travel internationally as required
34. Excellent project management skills with the ability to drive multiple initiatives simultaneously
35. Strong organizational skills and attention to detail, capable of managing multiple priorities and meeting deadlines.
36. Exceptional communication and presentation skills with the ability to confidently interact with senior leaders and stakeholder management internal and on customer side
Social Skills and competencies
37. Operational discipline and detail orientation
38. Communication
39. Collaborative & Inclusive
40. Change Ability
41. Influencing Skills
42. Intercultural mindfulness
43. Continuous Self-Improvement
44. Lives the IFS Values