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

Employment type
Full-time

Work arrangement
Hybrid