Strategic Account Executive - A&D

The Strategic Account Executive - A&D role at IFS involves preparing and owning key account strategies, managing end-to-end sales processes, engaging with customers to understand their needs, and leading RFI/RFP processes. You will also be accountable for customer satisfaction and ensuring internal collaboration, all while generating revenue through license and maintenance sales.

To qualify for the Strategic Account Executive - A&D position at IFS, candidates should possess extensive experience in selling complex business software, a proven track record in enterprise sales at the executive level, and knowledge of the Aerospace and Defence industry. Experience in sales within the defence or government sector is also strongly preferred.

IFS values diversity and promotes an inclusive workforce that reflects the different cultures, backgrounds, and viewpoints of its clients and communities. As a Strategic Account Executive - A&D, you will be part of a team that not only encourages different perspectives but actively works toward fostering a supportive and innovative work atmosphere.

For the Strategic Account Executive - A&D position at IFS, substantial sales experience in the defence or government sector is crucial. Candidates should have experience handling large transactions and lengthy sales campaigns in a competitive marketplace, particularly dealing with enterprise-level clients with over $1 billion in revenue.

As a Strategic Account Executive - A&D at IFS, you can expect a flexible work environment that balances remote and in-office work. This setup is designed to foster collaboration and innovation while also maintaining a sense of community within your team and across IFS globally.

The Strategic Account Executive - A&D role at IFS offers various growth opportunities by allowing professionals to develop relationships with key accounts and expand their influence within the defence supply chain. Success in this role could lead to further responsibilities in enterprise sales and even leadership positions within the company.

IFS equips its Strategic Account Executive - A&D with a suite of cutting-edge AI-driven tools and resources that empower them to analyze customer needs, generate sales strategies, and enhance overall client engagement. Internal collaboration networks are also vital to provide the necessary support in navigating complex client environments.

When developing a key account strategy, I first conduct a thorough analysis of the client’s business objectives and needs. I believe in establishing a clear understanding of their challenges, which allows me to tailor our solutions accurately. This involves collaborating with internal teams at IFS to ensure we are aligned and can deliver the best possible outcome.

A successful large enterprise deal I led involved extensive research into the client's operations, followed by regular engagement with key decision-makers. By understanding their pain points and presenting a customized solution, we were able to secure a multi-million dollar contract. My approach involved a consultative selling style, emphasizing building trust and delivering value.

I prioritize open communication and active listening in client engagement. Building rapport is key, so I often schedule regular check-ins, provide timely updates, and ensure transparency. Nurturing relationships is about providing ongoing value, so I seek to understand their evolving needs continuously.

Some significant challenges in the Aerospace & Defence industry include rapid technological advancements, regulatory compliance, and the need for sustainable practices. Navigating these challenges requires strategic planning and a deep understanding of the sector, which is central to my approach as a Strategic Account Executive.

Handling objections effectively involves listening attentively and empathizing with the client's concerns. I then provide informative responses backed by data or case studies that address their hesitations. My objective is to transform objections into opportunities for dialogue and clarification.

Maintaining customer satisfaction is fundamental to my approach in any sales position. I ensure this by consistently soliciting feedback and addressing issues proactively. By implementing follow-up strategies and regularly checking in post-sale, I can gauge satisfaction levels and make necessary adjustments.

I believe in creating strong internal networks that facilitate communication and collaboration. By coordinating with various departments such as marketing, product development, and customer support, I ensure that all teams have a unified approach when addressing key account needs.

Preparing for an important client meeting involves extensive research about the client’s business, understanding current challenges, and formulating a meeting agenda with specific objectives. Additionally, I practice active listening techniques to better engage during the conversation and maximize the impact of the meeting.

In my sales processes, I leverage various CRM tools to track interactions and data analytics tools for measuring client engagement. I also utilize project management software to keep track of multiple client accounts and ensure timely follow-ups and deliverables.

I would describe my sales style as consultative. I focus on building long-term relationships and understanding client needs rather than pushing for a quick sell. This approach helps foster trust and leads to better alignment between the client’s needs and the solutions I provide.