Global Head of Installed Base

Job Description

The Global Head of Installed Base is responsible for protecting, optimizing, and growing revenue from IFS's existing customer base. This leader will establish the strategic frameworks, governance structures, and operational disciplines that enable five regional teams to maximize the lifetime value of every IFS customer, through renewal excellence, license optimization, and the sustained growth of recurring revenue.

This is a strategy, governance, and program leadership role. Regional teams own customer relationships and execution. This leader owns the system, standards, and strategic direction that make them consistently effective.

Key Responsibilities

Strategic Frameworks & Installed Base Growth

• Define and own the global installed base strategy, covering renewal defense, license and consumption growth, recurring revenue expansion, and long-term customer value creation
• Establish the commercial frameworks, segmentation models, and engagement playbooks that guide how IFS retains and grows its existing customer portfolio across all regions
• Build the operating model that connects renewals, license optimization, and recurring revenue into a coherent, measurable installed base motion

Program Leadership

• Oversee the Renewals function. Setting global standards for renewal timing, risk identification, escalation protocols, and win-back strategies to protect ARR
• Lead the License Optimization team. Ensuring customers are appropriately licensed, identifying upsell and true-up opportunities, and driving incremental revenue from the existing base
• Direct the Recurring Revenue team. Accelerating the shift to subscription and SaaS models within the installed base, growing ARR as a share of total IFS revenue
• Govern the PMO, ensuring disciplined program delivery, cross-functional coordination, and structured reporting across all installed base initiatives

Governance & Performance

• Own the global installed base governance model: renewal forecast integrity, churn risk management, license compliance tracking, and executive reporting to the COO
• Define and maintain the KPIs and leading indicators for installed base health — including gross and net revenue retention, renewal rates, license utilization, and recurring revenue growth
• Lead regular business reviews with regional leaders to surface risks, resolve blockers, and align priorities

Regional Enablement & Alignment

• Act as the strategic connective tissue between corporate installed base strategy and the five regional execution teams
• Partner with Regional Leaders to translate global frameworks into locally relevant renewal and growth plans
• Work cross-functionally with Customer Success, Finance, Legal, Product, and Alliances to ensure the installed base has the commercial, contractual, and operational support to thrive

Executive Visibility & Stakeholder Management

• Represent the installed base function at COO level and in Board-relevant reporting on ARR, pipeline coverage, churn risk and recurring revenue trajectory
• Build executive-level relationships with key strategic accounts to reinforce IFS's long-term partnership positioning
• Contribute to pricing, packaging, and go-to-market decisions that affect existing customer commercial structures

Qualifications

• 15+ years of enterprise B2B software leadership, with significant experience in customer revenue, renewals, or installed base management at an international but ideally global scale
• Demonstrated track record of building and governing renewal, licence, and recurring revenue frameworks across multiple regions
• Strong commercial acumen, able to navigate complex licensing models, multi-year contracts, and SaaS transition dynamics
• Experience with ARR/NRR management, churn reduction strategies, and subscription revenue growth
• Data-driven approach to forecasting, pipeline governance, and installed base health monitoring
• Strong executive presence with the ability to influence regional leaders and engage at C-suite level with strategic customers
• Experience in ERP, FSM, or enterprise platform software strongly preferred

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.