General information

Country
Singapore
City
Remote Location
Department
Vendor Management
Job ID
26477

Description & Requirements

About Infor

Infor delivers end-to-end ERP and strategic edge applications that are integrated and delivered in a multi-tenant cloud. We believe that customers need industry-specific solutions and that one size does not fit all.


We are proud to serve more than 68,000 companies worldwide. Infor is a standalone subsidiary of Koch Industries, Inc., which has annual revenues of over $110 billion.


For more information visit www.infor.com.



Position Summary

The Head of Ecosystem will be responsible for executing the global partner strategy in the APJ region, driving business planning and go-to-market initiatives, and leading a team of regional/country alliance managers. This role will have overall accountability for initiative-led cloud ACV, partner implementation quality, customer success, and joint customer reference targets with a primary focus on Global Systems Integrator (GSI) and regional Systems Integrator (SI) partners.


The Head of Ecosystem will engage in multiple areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, regional account planning and territory mapping. The role collaborates with regional GMs and country managers to understand and articulate the local business strategy, identify trends/opportunities, and develop strategic ecosystem direction from market information. The role works with the strategic alliance partners and Infor teams to facilitate development and growth of profitable Infor practices in the ecosystem.


The ideal candidate is an acknowledged authority within the company, is viewed by peers as a leader and top contributor, and by line management and stakeholders as a key business partner. This is a senior level, people manager role reporting to the Global VP of Partnerships.



Key Responsibilities

The Head of Ecosystem will initiate and develop strong, sustainable, trusted advisor-oriented relationships across Infor senior management and international leadership, with strategic partner industry practice leaders, technology leaders, and client team leaders that can be leveraged to create new cloud initiatives and net new revenue streams for Infor with and through partners.


This role will be accountable for:

  • Driving market development and alignment between strategic GSI/SI partners, channel partners and Infor leaders to build joint market success through strategic market facing investments and initiatives.
  • Driving the creation and growth of strategic partners’ Infor practice, ensuring an exceptional-partner customer experience.
  • Working closely with and influencing Infor leaders in product development, sales, marketing, regional alliances, business development, and other business partners by driving interlock and alignment.
  • Building go-to-market plans for joint initiatives by identifying the messages and value propositions for demand generation and aligning on Infor GTM with regional leaders.
  • Engaging and leveraging regional teams to drive target account planning, opportunity identification/qualification, pipeline management, opportunity execution related to initiatives with the strategic partners.
  • Working with strategic partners to produce and harvest cloud references wins/use cases and post go-live implementation case studies to promote repeatability.


Experience & Skills

The ideal candidate will have experience in alliance, channel and/or consulting services roles, preferably in software/cloud. Ideally, is a creator, builder, analyzer, optimizer – someone who instinctively analyzes strategy and go-to-market motions to determine how to make them better with and through an ecosystem of alliance and channel partners.


Essentially, has a mix of experience across enterprise solutions/product marketing/management, partner development, target market development, business development, alliance/ecosystem development, and overall joint go-to-market experience.


Candidate should have a BA/BS or master’s degree or equivalent experience, as well as 15+ years directly related experience, progressing to senior-level roles.


Preferred personal characteristics and leadership skills:

  • Go-to-market & Strategy skills: well able to identify and drive the right opportunities for Infor to innovate, transform and differentiate. Able to make difficult tradeoff decisions that are best for Infor and the partner.
  • Must be organized, detail-oriented, an excellent communicator, collaborator, and networker/connector, bringing people together and drive actions to their natural conclusion.
  • Must have considerable program management experience – launching programs globally or regionally, collaborating with local teams to tailor programs by market, and driving teams to activate, scale, and measure success.
  • Hands-on – not just a leader/talker but also wants to roll up her/his sleeves to get the job done.
  • Well-developed business acumen and understanding of business strategy.
  • Excellent conflict management skills, with the ability to be fair & firm.
  • Proven ability to gain trust across internal functional leaders and regional leaders.
  • Ability to determine strategy and build tactical plans that deliver tangible results.
  • Strong presentation skills and ability to articulate the corporate vision, strategies, and complex technology simply.


This role requires an estimated 30% travel.


What’s in it for you?

At Infor, we are highly invested in the success of our people. We strive to make Infor a great company to do business with—and an awesome place to work. We recruit passionate people, cultivate an inclusive work environment, and encourage volunteerism in our communities.


Our Values

Our Guiding Principles set the standard for how we work with one another. They define who we are as an organization and guide everything we do. By applying the same shared values that unleash prosperity in free societies—such as value creation, integrity, responsibility, free speech, and toleration—we encourage one another to take initiative and to challenge the status quo.


We have a relentless commitment to a culture based on a business philosophy called Market Based Management® (MBM®). Informed by the principles that allow a free and open society to flourish, MBM® prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.


Infor does not discriminate in employment opportunities or practices on the basis of race, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, marital status, age or individuals with disabilities.

At Infor we value your privacy that’s why we created a policy that you can read here - https://www.infor.com/about/privacy.


The information above is not complete and may change once joining Infor in future but this is a guide of the overall role. Please find further information here: http://www.infor.com/

Infor Values:

Our Guiding Principles set the standard for how we work with one another. They define who we are as an organization and guide everything we do. By applying the same shared values that unleash prosperity in free societies—such as value creation, integrity, responsibility, free speech, and toleration—we encourage one another to take initiative and to challenge the status quo.

 

We have a relentless commitment to a culture based on a business philosophy called Market Based Management® (MBM®). Informed by the principles that allow a free and open society to flourish, MBM® prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.