Business Specialist - Upgrades and Conversions

Company Description

IFS is a billion-dollar revenue company with 6000+ 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.

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 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.

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. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

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

Job Description

The global Upgrades & conversions specialist works with the regional teams to drive customer retention and growth through compelling upgrade and renewal offerings. Key duties include providing data inputs and analysis to the sales teams to ensure timeous renewal of contracts following best practices.

Duties and Accountabilities 

• Business Partnering:

• Act as trusted business partner to regional install base management by providing upgrade & conversion (U&C) renewals analysis and preparation of data packs as inputs to the renewals process.
• Work closely with partners and channel accounts to facilitate smooth transitions and upgrades, ensuring alignment with company goals and customer satisfaction.

• Commercial business analysis 

• Sourcing and collation of information and scrutiny of data to facilitate better U&C contract renewals. 
• Engage with various stakeholders to provide a complete view for the customer renewal.
• Assisting with regular report preparation as requested

• CRM solution management

• Ensure business opportunities exist for all U&C renewals well in advance.
• Ongoing feedback to enhance business value for Sales from CRM to improve the renewals process. 

• Data Preparation

• Develop and provide comprehensive upgrade and conversion packs for software upgrades and transitions from perpetual to subscription licenses (current installation GPL with indicated discount structure, order forms, contract asset values etc.)
• Ensure renewal preparation phase is commenced well in advance to provide the sales team with enough time to action insights to drive incremental value to customer and IFS.
• Combine consumption reports and disseminate exception reports to the regional teams for action.
• Work with compliance team to ensure self-declaration process completion as input into the renewals.

• Reporting and Management

• Conduct detailed analysis of upgrades & conversions through the renewals process and advise on attainment of business metrics (renewal rates, in-contract renewals, churn etc).
• Engage with the regional renewals teams to ensure adherence to corporate renewal guidelines.
• Development of regular and ad hoc reports as needed by executive stakeholders 

Competencies

• Strong problem-solving skills underpinned by strong systems-based technical and diagnostic skills, with strong focus on data structuring and analytics.
• Good presentation of key insights to enable and accelerate the sales process.
• Strong presentation skills. Ability to interact with internal team and provide assets to the sales team for reuse in their sales process.
• High attention to detail and completing tasks quickly and methodically.
• Ability to work under sustained timeline pressures.
• Familiarity with software licensing models, particularly subscription-based models, and converting perpetual licenses to a subscription model.
• Good knowledge and understanding of revenue recognition principles, and how to calculate financial metrics like ACV and ARR.
• Ability to assimilate complex data into business information.
• Strong communication skills to work with a wide range of stakeholders globally 
• Excellent professional fluency in English. Additional languages is an advantage
• Ability to work collaboratively with cross-functional teams and external partners.
• Customer-focused mindset with a commitment to delivering high-quality solutions.

Qualifications

• Proven History in a business operations/sales operations or related business support role, knowledge of an international matrix-style organization with virtual working environment 
• Proven ability in software license management and/or a business operations role, supporting the sales organisation
• University educated or comparable professional expertise
• Good understanding of information technology, data structuring and analytics trends concepts and developments, with an interest in learning more
• Strong excel skills
• Knowledge of CRM tools and methods.
• Excellent capability with Microsoft PowerPoint and other Microsoft productivity solutions e.g. Outlook.
• Excellent professional fluency in English (written and spoken). Additional languages is an advantage.
• Proficiency in Power BI or equivalent reporting tools
• Knowledge of IFS applications and expertise working in IFS Cloud a plus

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.

In IFS Industrial and Financial Systems Poland Sp. z o.o., based in Warsaw, the Whistleblowing Procedure is in effect, defining methods for reporting legal violations, rules for handling internal reports and taking follow-up actions, as well as principles for protecting whistleblowers. Reports can be submitted through the application at https://report.whistleb.com/pl/ifs, available on the website https://www.ifs.com/.