Industry GTM Lead/ Industry Principal - Construction & Engineering

The AI Industry Principal is a strategic leadership role responsible for driving growth in specific industry verticals through the applied use of proprietary AI solutions across the IFS portfolio.

As a player coach within a specific sales pursuit, the AI Industry Principal is expected to be the domain expert for the portfolio of Industrial AI capabilities for the industry vertical. They value their position as a thought leader and a catalyst for both revenue growth and exceptional customer experience. They are a key partner to the sales, presales, R&D and services teams when mobilizing IFS around a specific opportunity and hyper creative in the ways that they bring industry leading AI capabilities to customer scenarios.

IFS.ai is Industrial AI, and this broadly covers 3 motions:

• The embedded AI contained within core IFS Solutions
• The enhanced AI that extends beyond IFS solutions, for example packaged industrial agents “digital coworkers”
• Accelerated solutions, with strategic customers funding the innovation path in specific domain areas.

Key aspects of the role include:

• Prioritizing efforts towards near-term revenue opportunities
• Ensuring sales teams are aligned and militantly prepared ahead of customer workshops
• Being with customers, in their own environments, both executive decision makers and end-users
• Shaping the GTM approach for a specific customer, utilizing out of the box (OOTB) capabilities from the AI portfolio, with inherent knowledge of and respect to the wider IFS portfolio
• Driving a culture of speed + quality of execution
• Obsessing over industry trends and the latest breakthroughs within the vertical
• Championing the customer(s) within IFS.

As the ultimate evangelist in the industry, work tirelessly with stakeholders to communicate and influence the go-to-market and product strategies.

Essential:

• Significant practical and management experience in the enterprise software industry, inside the specified industry vertical – leading candidates will demonstrate a wide range of experience within that industry.
• Commercial solutioning experience (envisaging, defining, scoping, scaling offerings)
• Can readily discuss practical examples of unlocking customer value in a business context, in an impactful and relevant way (benchmarked, proven value)
• Should have a significant amount of experience in technical roles within the industry. Several years of hands-on technical experience are expected to develop a deep understanding of the technologies and challenges relevant to the field.
• Leadership and management experience is crucial.
• Must be able to demonstrate an understanding of key industry trends in their chosen field
• Will be required to demonstrate a mature understanding of commercial topics and financial drivers for a Customer and IFS

Desirable:

• Bachelor's Degree: A bachelor's degree in a relevant field such as computer science, engineering, or information technology.
• Industry qualifications
• Mastery of agile concepts
• Value Engineering

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.