Account Executive – Enterprise Software Sales

About the role

IFS, a global enterprise software company, is looking for a focused, resilient hunter salesperson to grow its business across a high-growth market unit in Johannesburg. The role is net-new sales: building and closing opportunities with a focused list of strategic target accounts, using a consultative, value-based approach and IFS's award-winning products, with access to the broader portfolio.

Key responsibilities

• Execute strong sales and prepare, own and run the Go-To-Market strategy for nominated industries, and maintain the territory plan for the agreed vertical
• Prepare account plans, including deal action cards, mutual evaluation plans and power maps for named accounts
• Own the end-to-end sales process: demand generation, understanding customer needs, evaluation process, RFI/RFP, business case for change and winning business
• Work with partners on joint sales plays, with strong delivery plans and referenceable customers
• Take full responsibility for annual sales targets and deliver against the quarterly budget
• Build pipeline and generate demand to achieve 4x pipeline coverage
• Liaise with Sales leadership and Global teams to build an internal network
• Maintain CRM data, account hygiene, sales cadence, administration and reporting for accurate forecasting

Required profile

• Proven track record of consistently meeting and exceeding quota in enterprise software sales
• Entrepreneurial mindset, curiosity and resilience
• Strong written and verbal communication in English and a local language relevant to the market
• Ability to work in a matrix organisation and build relationships

Required skills

• Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
• Understanding of the sales process, including cadence, forecasting and reporting