SUMMARY:
The Account Manager is responsible to find Net New Logos incl. Pipeline generation. This is achieved by developing relationships with key customer decision makers and identifying and developing business opportunities for Infor’s products in the Hospitality/Restaurant space.
Products include:
- Financials (CloudSuite Business)
- HCM (Human Capital Management – Talent Science)
- Business Intelligence (Budgeting, Planning and more)
The AM will be responsible for managing the sales cycle for their assigned clients, in accordance with the company’s sales management processes and systems, and achieving/exceeding regular sales quotas. The AM will coordinate Infor activities and resources in the accounts, in order to provide a high level of customer satisfaction and expand the Infor/client relationship.
MAIN RESPONSIBILITIES:
Sales Duties - 100%
• Achieve/exceed sales quota.
• Experience in selling to Tier 1 customers on C-level.
• Develop and lead all sales activities for Infor´s Hospitality Group products in assigned portfolio of existing customers and selected prospects.
• Strong ability to find Net New Logo´s.
• Develop and increase revenue streams on a strategic and tactical level.
• Continually build a strong sales pipeline of well qualified revenue opportunities.
• Responsible for developing and maintaining strong relationships with a high level of trust with key decision makers in assigned customer portfolio.
• Research assigned clients to identify products purchased, purchasing patterns, and future opportunities.
• Develop and execute an account plan for each customer, including strategy, actions, timeframes, milestones and responsibilities.
Customer Relationship Management Duties – (once customers are on board)
• Responsible for ensuring that there is up to date inventory of Infor products for assigned customers.
• Responsible for ensuring a good relationship between all Infor's contact people and the customer at all levels.
• Clearly communicate business concepts needed to attract the attention of the customer.
• Maintain records of sales, client contacts, and any other sales processes in Infor sales systems on a daily basis.
• Monitor financial agreements with the customer and initiate renegotiations when appropriate.
DESIRED SKILLS AND EXPERIENCE:
• College/University Degree in business-related field or related industry experience equivalent (Financials sales background preferred)
• Proven track record producing revenues of over $1.0 million and/or exceeding sales quota consistently
• Experience in business evaluations, gathering and analysing corporate and market information
• Must be able to deliver excellent presentations in person and via phone conference calls
• Strong communication skills with the ability to translate complex technical concepts into business terms and communicate business value
• Strong technical understanding with experience in or familiarity with current technologies is necessary
• Ability to work independently and/or possibly from a remote location
• Proficient use of office related automation: PC, sales/customer relationship management software, word processing, spreadsheet and presentation software
• Outstanding oral and written communication skills
• Excellent time management, decision-making, and organization skills
• Proven ability to work effectively in a fast-paced, high-growth, rapidly-changing environment
• Ability to travel as required for client and Infor events
• 3+ years software selling experience in Enterprise Resource Planning or Software as a Service
• Industry contacts and client references
• Information technology industry experience
We offer a competitive package to our finalist as well as a stimulating environment that allows real growth opportunities. We have a fast-paced, performance-driven culture that rewards results and offers opportunities to talented individuals throughout our global organization.
If you recognize yourself in this description and are interested in joining us to build the future of our company, please apply and send your CV to: anita.best@infor.com
