Regional Account Executive, Manufacturing - EAM Decision Analytics

The Regional Account Executive at IFS will drive the identification and qualification of opportunities within their assigned territory, execute account strategies, and generate license, support, and services revenues. This role focuses on establishing relationships across multiple functional areas in new customers while understanding their business challenges and opportunities in portfolio planning and asset management. Co-creating solution roadmaps and successfully closing business with the procurement and commercial processes will be key responsibilities.

To excel as a Regional Account Executive at IFS, candidates should have a robust track record in selling enterprise software, particularly to C-level executives. Strong problem-solving and strategic thinking skills are essential, as well as the ability to navigate complex organizations. Experience in consultative selling methodologies and familiarity with asset-intensive industries such as Utilities, Oil & Gas, or Transportation is preferred. A passion for customer success and effective communication skills are also crucial.

IFS provides a competitive salary, ranging from $140,000 to $150,000, along with 100% variable compensation. Employees enjoy flexible paid time off, medical, dental, and vision insurance, a 401K with company contributions, life insurance, and disability benefits. Additionally, IFS offers educational benefits like tuition assistance and opportunities for community involvement and volunteering events.

IFS is committed to creating an environment where talent can thrive. Regional Account Executives are empowered to lead cross-functional teams and are provided with tools and resources to foster professional development. The blend of remote and in-office work not only allows employees to maintain work-life balance but also fosters innovation and connection among colleagues, which is essential for career growth.

During the interview process for the Regional Account Executive role at IFS, candidates can expect a series of conversations aimed at understanding their sales experience, strategic thinking, and problem-solving capabilities. Interviewers will be assessing how well candidates can articulate customer challenges and effectively present IFS's solutions. Expect questions related to past sales experiences, negotiation strategies, and leadership skills, as well as cultural fit within IFS's diverse environment.

When asked about your experience selling enterprise software, share specific examples of past roles where you've successfully sold software solutions, especially to executives. Highlight the strategies you used to engage clients, overcome objections, and close deals. It’s important to discuss not only your success metrics but also how you tailored solutions to meet customer needs.

When discussing how you build relationships with clients, focus on the importance of understanding their business and challenges. Highlight techniques such as regular check-ins, understanding their industry trends, and tailoring communication to foster trust. Share past experiences where strong relationships led to successful collaborations or sales.

In response to questions about competitive analysis, discuss your methodologies for gathering insights about competitors, such as studying their product offerings, customer feedback, and market positioning. Explain how this knowledge informs your sales strategy, helping you to effectively position your product as a solution to customer challenges.

When asked about a challenging sales situation, tell a story that illustrates your problem-solving and resilience. Provide a clear context of the challenge, the steps you took to address it, and the successful outcome. This showcases your ability to navigate obstacles and achieve results under pressure.

In discussing your approach to solution selling, emphasize the importance of understanding customer needs before proposing solutions. Talk about your process for interpreting customer challenges and how you utilize that information to craft recommendations that provide tangible value, demonstrating a deep understanding of the client’s business.

When asked about motivation for achieving sales targets, share your personal drive and goals. Talk about how the desire to help clients succeed and improve their operations inspires you, as well as how recognizing the impact of your work fuels your passion for reaching and exceeding targets.

In response to this question, emphasize the importance of thorough preparation, including researching the client’s industry, prior interactions, and specific challenges they face. Discuss the strategies you use to tailor your presentation and meet their needs effectively, as this demonstrates your commitment to client success.

When talking about your experience with CRM systems, highlight the specific platforms you’ve used and how they have improved your sales process. Discuss how you manage your pipeline, track client interactions, and analyze sales data to inform your strategies, showcasing your organizational skills and tech-savviness.

When discussing how you stay informed about industry trends, mention sources such as industry publications, webinars, and networking events. Also, cite your participation in professional organizations or online communities, stressing how staying updated enhances your ability to provide relevant insights and solutions to clients.

In discussing how you handle client objections, emphasize a calm and understanding approach. Provide an example of a specific objection you encountered, discussing how you listened to the client’s concerns, addressed them empathetically, and ultimately turned the objection into an opportunity for dialogue about solutions.