We are looking for a focused and resilient hunter sales person with great collaboration and sales execution skills to help grow the business within Aerospace and Defense in the Nordic region. You would have a deep understanding of the business processes unique to the this sector, including procurement, supply chain management, manufacturing, project management, maintenance of assets and compliance with industry standards. Familiarity is required with the regulatory environment as well as awareness of the latest technology trends impacting the A&D industry, such as digital twins, IoT (Internet of Things), and AI (Artificial Intelligence) in manufacturing processes.
A net new sales executive hunting into a focused list of strategic target accounts within Aerospace and Defense, you will be entrepreneurial in nature and excel at building pipeline, creating and closing new opportunities. By using a consultative approach to value-based selling, you will lead with IFS's award winning products while also having access to the broader portfolio to bring value to our customers. You will use your industry knowledge and enterprise software sales expertise to identify and qualify deals, leading to sales opportunities with both new and existing customers.
The role is positioned within a high-growth market unit. This is an organisation going through transformational growth (organic and inorganic). We are an ever-evolving business, challenging and disrupting the industry standards which are too often accepted by some of our competitors in the global enterprise software space.
Responsibilities
- Strong sales execution and continued sharpening of these skills
- Prepare, update, own and execute the Go -To- Market Strategy for Aerospace and Defense industry
- Prepare, own, and maintain Territory Plan for agreed vertical
- Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts
- Own the end-to-end sales process including demand generation, understating customer needs, agreeing a mutual evaluation process, owning the RFI/RFP process, building a business case for change and winning business, and utilising resources within a matrix organization to get the job done.
- Work with partners relevant to Aeropsace and Defense to better penetrate into your accounts, creating joint sales plays that accelerate deal cycles and maximize value while providing strong delivery plans that lead to happy referenceable customers
- 100% responsibility for owning the annual sales targets and delivering as per the quarterly budget
- Continued pipeline building and demand generation activities to achieve 4x pipeline coverage
- Liaison with Sales leadership and Global teams to build a strong internal network and collaboration
- Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting
Qualifications
Essential skills/experience:
- 5+ years Enterprise software sales experience
- Extensive experience selling business software such like ERP, EAM, FSM, SCM or similar
- Proven track record in building new business and in complex sales at C-level with clients >1B revenue
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
- Strong knowledge of Aerospace & Defense Industry
- Strong oral and written business presentation skills
- Fluent in English and native/bilingual in Swedish/Norwegian/Danish
- Willing to travel
Preferred skills/experience:
- Sales experience in defense, aerospace or government sector
- Engineering Degree and or Aircraft Maintenance Engineering experience
- Experience within a military organization or defense ministry
- Understanding of manufacturing and/or MRO
Additional Information
Independently recognised as a leading, global supplier of enterprise software specifically designed for the A&D market, we provide solutions for:
- Aerospace and defense manufacturing
- Commercial aviation
- Defense
- Fleet and asset management
- Military logistics
- Services and performance-based logistics
- The position will give you the opportunity to direct new sales opportunities within and manage existing complex engagements within the client customer