Infor

The role of Director, Channel Sales is to drive Infor license and subscription revenue by leading a team of Channel Sales Managers to drive business with Infor channel partners.  The Director, Channel Sales achieves this by focusing on 3 key areas: Partner Business Plan development, Partner Account Development, Partner Enablement and Partner expansion. 

A Day In The Life Includes: 

• Coaching team to work with partners to lead effective marketing and lead generation campaigns, sales opportunity management, territory planning, pipeline management and forecasting. 
• Coach and drive partners to develop and/or adopt best practice opportunity management techniques and train their sales force accordingly and enforce organizational consistency. 
• Build partner competency and capability by building account or practice knowledge, driving strategic alignment between Infor and the partner account or practice, and driving tactical execution alignment within the partner account or practice. 
• Execute an operating business plan and develop approach to achieve license revenue objectives, margin objectives and portfolio non-revenue objectives. 
• Work with team to develop Portfolio Optimization as well as a system of review to ensure Operational Execution. 
• Determine Partner landscape. Which partners we should invest, which once to terminate.
• Support Partner to close large deals and interact directly with key customers.  

Basic Qualifications: 

• Experience as a sales/channel manager and leader to include experience in the software solutions industry, with a track record of nurturing existing channel customer base and developing new relationships and exceeding quota targets. 
• Experience in direct involvement with customer of closing deals as a channel or sales manager.
• Experience as both a manager and direct contributor carrying an individual quota. 
• Experience selling into the C-Suite of Mid-Market clients. 
• Use of forecasting tools like Salesforce/ hygiene pipeline management.
• English speaking and writing language skills. 
• Ability to travel +50%. 

Preferred Qualifications: 

• Success in achieving quota in software sales consistently.
• Ability to establish and manage executive level customer relationships. 
• Ability to handle multiple complex sales cycles simultaneously. 
• Ability to work effectively in a matrix-management environment with extended team members. 
• Interpersonal and communication skills: writing, editing and presenting. 
• Ability to present technical concepts in a clear manner to customers and sales team. 

Location:  Remote Based role (Colombia preferred)