ABOUT US

IES is a global leader in climate tech, pioneering cutting-edge technology solutions and consultancy services to help decarbonize the built environment. With our market-leading design and analysis software and innovative digital twin technology, we empower AEC and building operation professionals to design and operate sustainable buildings and communities.

WHAT WE’RE LOOKING FOR

This is an opportunity to join a dynamic, mission-driven organization that is making a tangible impact on climate change. We’re looking for passionate, entrepreneurial individuals with the following:

QUALIFICATIONS & EXPERIENCE

• 5- 7+ years of experience of account management and market growth within technical software solutions, preferably within the AEC industry (not mandatory).
• Track record of developing and executing account penetration and expansion strategies.
• Bachelor’s degree preferably in engineering or equivalent experience.
• Experience selling to C-level and senior decision-makers.
• Self-motivated and results-driven, with the ability to work independently and collaboratively, willing to “roll up the sleeves” to drive engagements forward.
• Strong sales process management, forecasting, and analytical skills.
• Proven ability to communicate effectively, negotiate commercial terms, and build strong relationships with sophisticated commercial and technical buyers.
• Proficiency in consultative selling with a background in handling protracted sales cycles and closing high-value deals.
• Experience collaborating with marketing teams and familiarity with digital marketing tools, including CRM systems.
• Strong business acumen, detail-oriented and persuasive.
• Ability to provide market and customer feedback to internal teams for continuous improvement.
• Experience with Salesforce for detailed account and engagement tracking.

THE ROLE

As a Sales Executive at IES, you will play a critical role in driving our mission forward by engaging with key stakeholders in Architecture, Engineering, and Construction (AEC) industries, as well as corporate real estate. Reporting to the Head of ME, you’ll lead sales efforts to promote solutions that enable significant reductions in energy consumption and carbon emissions for the built environment. Furthermore, you will assist clients in optimizing performance and by providing software solutions that are customized to meet their unique requirements.
To be successful, you must be a strong corporate-level business developer with a keen sense of business prospects, strong interpersonal skills, and an innately persuasive manner. Additionally, you should be an ambitious team player who is very self-motivated and success-oriented, and you are accustomed to winning complicated, high-value business.

RESPONSIBILITIES

• Create and cultivate connections with C-level decision-makers within target accounts and identify growth prospects.
• Deeply understand customer needs, desires, pain points, and motivations, essentially connecting with them on a personal level to build a strong rapport and effectively sell them IES solutions by addressing their specific concerns and goals in a way that feels tailored just for them.
• Maintain client satisfaction by ensuring they receive excellent service and support at every stage. You’ll increase customer engagement and lead frequent check-ins.
• Meet and surpass sales goals while increasing revenue within designated accounts through expansions, renewals, and upselling.
• Create go-to-market strategies (GTM) and develop prospecting plans.
• Develop and oversee the sales pipeline while making weekly, monthly, and quarterly business projections.
• Be an expertise in the company’s products whilst keeping a high level of familiarity on what competitors have to offer as well as other business drives and industry workflows.
• Document the sales process in Salesforce while adhering to our sales process.
• Collaborate with marketing and technical teams to effectively communicate IES’s value proposition to architects, engineers, developers, and other industry professionals.
• Conduct product demonstrations and presentations to prospective clients.
• Lead pricing and contract negotiations, ensuring favourable terms and timely deal closures.
• Manage complex sales cycles using methodologies like the Sandler Method, Selling Through Curiosity and MEDDIC.
• Work closely with ME sales, sales engineering, and revenue operations teams to enhance internal sales processes and performance.
• Represent IES at conferences, workshops, and networking events to build brand awareness and expand the sales pipeline.