Account Executive - Net New - IFS Copperleaf, Netherlands base (m/f/d)

As an Account Executive - Net New at IFS Copperleaf, your primary responsibilities include strategizing and executing sales approaches to target new industry clients, particularly within Central Europe. This involves identifying potential business opportunities, establishing relationships with C-level executives, and driving revenue through both software licenses and support services. You will actively engage with clients to assess their needs and demonstrate how IFS’s innovative solutions can address pain points, ensuring long-lasting customer satisfaction and loyalty.

To be successful as an Account Executive - Net New at IFS Copperleaf, it is essential to have a Bachelor’s degree in an engineering or analytical discipline combined with experience in solution selling and enterprise software sales. Familiarity with consultative selling methodologies tailored for complex sales environments is crucial. Additionally, being able to navigate organizational dynamics and having effective presentation skills will help you articulate client challenges and connect them to IFS's value propositions.

Excelling as an Account Executive - Net New at IFS Copperleaf hinges on your ability to develop strategic sales plans customized for target customers. Building strong relationships with decision-makers will be vital, as will understanding market trends and competitor offerings. Effective communication and the capability to present solutions that resonate with client pain points will set you apart. Additionally, being adaptable and ready to travel across Central Europe for client engagements will enhance your effectiveness in this role.

The Account Executive - Net New at IFS Copperleaf primarily engages with the utility sector but is also expanding into industries such as manufacturing, chemicals, pharmaceuticals, and oil & gas. This diverse portfolio means that you’ll have the opportunity to work with a variety of clients, enhancing your expertise and experience across different markets while addressing vital business needs with innovative software solutions.

Important skills for the Account Executive - Net New position at IFS Copperleaf include strong solution-selling abilities, dynamic communication skills, time management, and a customer-centric approach. It's also crucial to have a deep understanding of the industries served, analytical skills to assess complex sales situations, and the ability to articulate value propositions clearly to diverse audiences. Being proactive in your sales strategy and collaborative with your teams will also be key to fostering success.

Handling objections effectively requires listening carefully to the client's concerns, validating their feelings, and then addressing the specific issues raised. Share examples from your past experiences, illustrating how you turned objections into opportunities and how the solutions you offered aligned with the client's goals. Use this as a chance to reinforce the value of IFS Copperleaf's offerings.

To identify new sales opportunities, I would leverage market research to understand industry trends, engage in networking at industry events, and regularly analyze CRM data for insights on potential leads. Additionally, developing relationships with current clients can often reveal new opportunities through referrals and upsell possibilities, allowing you to expand IFS Copperleaf's reach strategically.

To answer this question effectively, recount a specific scenario where you faced challenges in a deal, detailing the steps you took to navigate obstacles. Highlight your preparation, collaboration with internal teams, and agile communication with the prospect. Ensure you connect your success to the needs addressed and how IFS Copperleaf's solutions met those specific needs.

I prioritize sales activities by assessing the potential impact of each opportunity and the time required for engagement. By using CRM tools to track leads, I categorize prospects based on their urgency and value to IFS Copperleaf and schedule my follow-ups and strategic presentations accordingly. This approach helps ensure that I am focusing my energy on the highest potential opportunities and effectively utilizing my resources.

In answering this question, align your experiences and skills with the company’s values and the job description. Discuss your experience in solution selling, your understanding of various industries like utilities and manufacturing, and your ability to connect with C-level executives. Emphasize your enthusiasm for IFS Copperleaf's innovative culture and how you aim to contribute to the company's growth.

CRM tools are integral to the sales process as they provide a centralized platform for managing customer relationships, tracking interactions, and analyzing sales data. Describe your specific experiences with any CRM you're familiar with and how you’ve used it to streamline your sales pipeline, analyze customer trends, and ensure timely follow-ups that enhance the overall customer experience.

Approaching a new market segment requires thorough research to understand its unique needs, challenges, and competitors. I would use this information to tailor IFS Copperleaf's offerings and develop a targeted outreach strategy. Engaging with key industry stakeholders and leveraging existing relationships can help in establishing credibility while introducing our innovative solutions effectively.

Maintaining long-term client relationships involves consistent communication, regular check-ins, and being proactive in offering support. You should ensure that clients feel valued and informed about new developments or solutions from IFS Copperleaf that could benefit them. Sharing insights on market trends and how your solutions continue to meet their evolving needs can further solidify these relations.

Staying updated on market trends is vital in sales. I regularly read industry publications, participate in webinars, and attend conferences to engage with industry leaders and new innovations. Actively networking with other professionals also helps me gather insights on market movements, which I can share with clients to position IFS Copperleaf as a thought leader in the space.

In the first 90 days as an Account Executive at IFS Copperleaf, I would prioritize learning about the company's products and solutions and understanding the dynamics of the existing client base. Moving forward, I would develop a strategic plan to engage target clients by leveraging insights gained from the team and my previous experiences, aiming to identify and begin pursuing promising opportunities as quickly as possible.