Channel Account Manager, Senior/Partner Sales Manager

Infor is a global leader in business cloud software products, and they are seeking a dynamic Channel Account Manager/Partner Sales Manager to drive the adoption of Infor ERP solutions and innovations. This role focuses on managing sales opportunities within the partner ecosystem and ensuring alignment with Infor's strategic objectives.

Responsibilities:

• Fully own and drive sales opportunities in collaboration with partners, ensuring seamless progression through the sales cycle from initiation to closure
• Manage a portfolio of multiple concurrent sales opportunities, working across various partners to achieve targets and maintain focus on high-potential deals
• Collaborate closely with partners to maximize their engagement, leveraging their capabilities while maintaining control over opportunity direction and decision-making
• Actively identify, qualify, and nurture new opportunities in the ERP SaaS market, ensuring alignment with Infor's strategic objectives and regional growth goals
• Perform thorough qualification of each opportunity, assessing partners' capacity, potential customer needs, and likelihood of success
• Develop strategies for lead generation, pipeline growth, and opportunity qualification, working closely with internal marketing and business development teams
• Engage directly with partners during the sales process to strategize, prioritize, and execute against shared goals, facilitating progress through clear communication and strong leadership
• Conduct regular deal reviews and progress assessments with partners, addressing roadblocks and ensuring accountability across the sales process
• Lead customer engagements alongside partners, presenting Infor’s ERP SaaS solutions effectively and differentiating offerings based on customer needs
• Take full accountability for assigned opportunities, ensuring that each one is diligently managed and that partner contributions are strategically optimized
• Maintain direct control over opportunity milestones, ensuring critical actions are completed on schedule and that the partner is adequately supported without diluting the Partner Sales Manager’s ownership
• Provide limited support for partner-generated opportunities, ensuring they align with Infor’s brand and standards, while focusing primarily on self-led opportunities
• Build strong relationships with partners’ sales teams, executives, and key stakeholders, fostering a collaborative environment while remaining accountable for individual opportunity outcomes
• Act as the primary point of contact for partners during the sales process, enabling consistent support while maintaining boundaries between sales management and partner enablement functions
• Facilitate smooth communication between Infor’s internal teams and partner organizations, ensuring alignment on goals, product knowledge, and value proposition
• Develop a deep understanding of the ERP SaaS market landscape, including competitive solutions, customer needs, and emerging trends, using this knowledge to strengthen sales positioning
• Gather insights on competitors’ activities, partner dynamics, and customer challenges, sharing findings with relevant teams to refine product positioning and sales strategies
• Track and report on opportunity status, sales pipeline progress, and performance against sales targets, ensuring data accuracy and transparency
• Prepare regular sales forecasts, win/loss analysis, and performance metrics to drive decision-making and strategic adjustments
• Contribute insights on partner-led deals to facilitate management’s understanding of partner needs and identify opportunities for improvement

Requirements:

• Familiarity with sales processes and methodologies, especially in a direct and partner-driven sales environment
• Excellent communication and interpersonal skills, with the ability to build and maintain strong customer relationships
• Strong negotiation and closing skills, with a focus on achieving and exceeding sales targets
• Ability to work independently and collaboratively within a team
• Proven track record of successful sales in the ERP software industry, with experience in Infor ERP preferred
• Knowledge of IFS, QAD or SAP ERP systems is as plus
• Experience of helping customers on their Cloud journey
• Bachelor's degree in Business, Sales, or a related field is preferred but not essential
• Proven, solid experience in enterprise software sales, with a focus on ERP solutions