As Junior Account Executive, you will prospect, qualify, sell, and close new business opportunities to prospects with high potential. As a dynamic, self-motivated sales professional, you will operate as part of the sales team, gaining knowledge and developing their own client portfolio, bringing a Point of View to customer engagement and utilising all available resources to solve customer challenges with appropriate IFS products.Key Responsibilities:Annual RevenueAchieve or exceed assigned revenue targets.Sales StrategiesDevelop effective and specific account and territory plans to meet revenue target delivery and sustainable growth.Build relationships with new and existing customers, leveraging these connections to uncover and drive opportunities.Utilise benchmarking and ROI data to enable customers’ decision-making processes.Trusted AdvisorEstablish and foster strong relationships with prospect decision-makers and influencers at all levels.Demonstrate an ability to comprehend customer challenges and propose solutions that deliver measurable value.Industry and Business AcumenUnderstand each prospect’s industry, technology footprint, strategic growth plans, and competitive landscape.Research public information (e.g., earnings statements, press releases) to remain informed about customer industries and trends.Pipeline GrowthWork with BDRs to develop and execute business plans that address prospect priorities and challenges to increase pipeline.Daily ActivitiesIdentify business opportunities by researching and evaluating prospects within the territory.Engage with prospects to build relationships, appreciate their needs, and propose tailored solutions.Track industry trends, market activities, and competitor developments to identify potential opportunities and threats.Drive incremental pipeline, adding pipeline to the value of your annual quota each quarter (5 x coverage).Maintain high standards of service by adhering to organisational guidelines and best practices.Participate in training workshops and professional development activities to enhance skills and market knowledge.Sales ProcessDemand Generation, Pipeline, and Opportunity ManagementActively maintain and grow a pipeline of opportunities through disciplined planning and execution.Collaborate with internal teams and external partners to identify and develop sales leads.Use IFS solutions, including Industry Solutions and technology offerings, to address customer needs effectively.Sales ExecutionDrive opportunities through the sales cycle with clear strategies and execution plans.Deliver impactful presentations and proposals tailored to each customer’s needs.Participate in IFS promotional events and campaigns to enhance brand visibility within the territory.Sales ExcellenceEngage in value-driven sales discussions that align with customer priorities.Use CRM tools to maintain accurate customer and pipeline information.Demonstrate an understanding of IFS competitors and effectively position IFS solutions against them.Adopt and apply best practice sales models to maximize results.
