Enterprise Account Manager - Installed Base

Company Description

IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters–at the Moment of Service™.

At 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.

We celebrate diversity and accept that there are so many different perspectives in this world. 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.

By 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.

We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs.

If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.

Job Description

As an Installed Base Account Manager, you will be responsible for managing and growing relationships with existing customers, ensuring they realize maximum value from our solutions. In this role, you will act as a trusted advisor to your accounts, driving retention, adoption, and incremental revenue through renewals, upsell, and cross-sell opportunities. This is a customer-facing, quota-carrying position focused on delivering business value and strengthening long-term customer partnerships.

Key Responsibilities

Account Management & Revenue Growth

• Own a portfolio of existing customer accounts and achieve or exceed assigned revenue and retention targets.
• Drive customer renewals and identify opportunities for upsell and cross-sell of products and services.
• Develop and execute account plans to maximize customer satisfaction and account growth.

Trusted Advisor & Customer Success

• Build and maintain strong relationships with key decision-makers and stakeholders across all levels of the customer organisation.
• Understand customers’ business objectives, challenges, and industry trends to deliver tailored solutions and measurable value.
• Serve as the primary point of contact for strategic discussions, aligning solutions to customer outcomes.

Industry and Business Acumen

• Maintain a deep understanding of customers’ industries, technology environment, and business goals.
• Proactively provide insights, benchmarks, and recommendations to help customers maximise solution ROI.

Pipeline Development & Forecasting

• Identify, qualify, and manage expansion opportunities within the existing customer base.
• Collaborate with internal teams, including Senior Execs, Presales, Customer Success, Professional Services, and Solution Consulting, to support account growth strategies.
• Maintain accurate forecasting and pipeline data in the CRM system.

Customer Engagement & Retention Activities

• Conduct regular business reviews and adoption sessions to ensure customer satisfaction and solution utilisation.
• Track market activities and competitor offerings to strengthen account strategies.
• Participate in customer events, webinars, and user groups to enhance engagement and relationship depth.

Sales Excellence

• Execute disciplined account management practices aligned with company sales methodologies.
• Collaborate cross-functionally to deliver seamless customer experiences and maximise account value.
• Continuously improve product knowledge and consultative selling skills.
• Engage in value-based, consultative selling that focuses on aligning solutions to customer business outcomes.

Qualifications

• Proven experience in account management, customer success, or sales roles managing existing accounts.
• Understanding of enterprise software or technology solutions, with a willingness to learn product capabilities in depth.
• Strong interpersonal, communication, and presentation skills, with the ability to influence stakeholders at all levels.
• Ability to manage multiple accounts and priorities in a fast-paced, customer-focused environment.
• Track record of meeting or exceeding retention and revenue growth goals.
• Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting.

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.