{"id":757162,"url":"https://alion.io/job/ifs-sales-director-installed-base","title":"Sales Director - Installed Base","company":{"id":4263,"name":"IFS","domain":"ifs.com","url":"https://alion.io/company/ifs","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"SmartRecruiters","truth_index":{"grade":"B","score":79,"open_postings":35,"ghost_share":0,"stale_share":0.857,"repost_share":0,"time_to_fill_p50_days":40,"computed_at":"2026-11-02T06:13:15Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Paris, France"],"countries":["FR"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":75000,"max_usd":179000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":21},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-09-11T16:20:00Z","employer_posted_date":"2026-09-11","last_verified_at":"2026-11-02T18:01:38Z","board_verified":true,"closed_at":null,"days_open":52,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":52},"description":"IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters-at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.\nAt IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust.\nWe celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.\nBy joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.\nWe’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.\nIf you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.\n The Sales Director Installed Base France primary responsibilities include leading and motivating a high performing team whose priorities include prospecting, qualifying, selling and closing new business to existing and net new customers with high potential. The Sales Director brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate IFS products and Services. The Sales Director has accountability for increasing revenue of all IFS solutions through Software License, Cloud Subscription Revenue and Customer Engagement and retention activities.\nAccount and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue as well as generating revenue through partners\n Annual Revenue - Achieve / exceed quota targets.\nC-Level access - ability to access C-Levels, involving IFS Executive Sponsors.\nSales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.\nPolitical acumen - ability to understand Customer’s powermap, internal and external influencers.\nTrusted advisor - Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.\nCustomer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review and analyze public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.\nTerritory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.\nBusiness Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize benchmarking and ROI data to support the customer’s decision process.\nDemand Generation, Pipeline and Opportunity Management\nPipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. \nPipeline partnerships - Leverage support organizations including Marketing, inside sales, Partners to funnel pipeline into the assigned territory. \nLeverage IFS Solutions - Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (ERP, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)\nAdvance and close sales opportunities - through the successful execution of the sales strategy and roadmap.\nSupport all IFS promotions and events in the territory\nSales Excellence\nSell value based on business process knowledge.\nDefine and position IFS Unique Business Value to address Customer requirement and v’s competitors.\nQualify opportunity (business driver, compelling event), competition, power map and decision process.\nInvolve and maintain a Partner Ecosystem to secure business.\nCreate, maintain and leverage the Customer Account Plan to expose, share and develop IFS vision for the customer, both inside IFS as well as with partners and ultimately with the customer. \nMaintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.\nOrchestrate resources: deploy appropriate teams to execute winning sales.\nUtilize best practice sales models.\nUnderstand IFS’ competition and effectively position solutions against them.\nManage a team to operate based on a CRM system with accurate customer and pipeline information. Support in sales process efficiency and create execution excellence.\nPeople Leadership\nDrive long term employee success with a focus on coaching, development, and building a high-performance team\nFull ownership for recruiting, onboarding and training new team members\nPosition the team to grow successfully beyond its current targets, increasing the revenue of the team year on year.\nDisplays passion on the job: act as a role model for the team, show authentic behavior, demonstrate best practices and encourage team members to grow and overachieve, ensuring successes are shared and celebrated\nDevelops salesperson competence and capability, working in partnership with the Academy to continuously improve internal programs \nPro-actively addresses any performance issues, working in partnership with Country HR\n University degree, or equivalent professional qualifications, in a field relevant for the functional area or responsibility.\nAt least a five years track record as a sales leader in complex B2B enterprise software / IT solutions / start-up and/or management consulting experience with a value sell mentality.\nSignificant experience in a similar senior key account manager/leadership role, managing and leading a sales team to overachieve against targets\nSignificant people management experience and demonstrable experience with hiring, development and retention of top talent and building a high performing, target focused team\nProven track record in complex sales at C-level with a collaborative and impactful manner.\nExperience in management role of a team-selling environment.\nDemonstrated success with large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market.\nExperienced in at least one of our five core industries (Aerospace & Defense, Energy, Utilities & Resources, Engineering, Construction & Infrastructure, Manufacturing, Service)\nExcellent presentation and executive engagement skills\nBusiness level of English and French at bilingual level","description_format":"text","description_chars":7888,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[{"language":"French","level":"Proficiency (C2)","optional":false},{"language":"English","level":"Upper-Intermediate (B2)","optional":false}]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Professional Services","Predictive Analytics","Electronic Warfare","Human 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