Infor

Position Summary

This role will represent an Account management role. A number of existing Pathway customers will be assigned to this role, where your role will be the main liaison for these accounts while continuing to grow the license footprint of Pathway. Ultimately, you should be able to grow our business by building successful, long-term client relationships.

As part of this, the successful candidate will be able to develop leads within the industry for both new accounts as well as existing accounts, manage the complex nature of opportunities, engage with multiple departments across Infor that support the selling cycle including Marketing, Solution Consulting, Delivery/Services, Cloud/SaaS teams, business partners and Support, and brief the Pathway General Manager and Senior Infor Executives on market and opportunity progress. Accurate forecasting of opportunities is an imperative, as is the maintenance of the global CRM in order to provide the relevant details in a timely manner to the Infor Executive team. The successful candidate will also be able to describe their sales cycle management methodology, prioritization/management of multiple accounts/opportunities and also be comfortable to work in a virtual team environment at times.

Key Responsibilities

• Become a key influential person for the Local Government industries within the Pathway Business Unit
• Participate in the Sales Team with regard to the development and ongoing refinement of the Strategic Direction of Pathway, including the go-to-market strategy specific to Pathway for Local Government markets
• Ability to lead a selling cycle and engage with the prospective customer in a positive manner with proactive account management that can predict and mitigate against potential objections
• Develop Account Plans against Key Accounts and Opportunities with a focus on customer retention
• Develop positive relationships with customers
• Act as the point of contact and handle customers’ individual needs
• Resolve conflicts and provide solutions to customers in a timely manner
• Strong and clear communication skills in order to articulate a specific sales strategy to the supporting sales team, and oversee the execution of the sales engagement
• Ability to perform standard sales administrative tasks including forecasting, plan to win, close plans, progress updates and territory/account heat mapping
• Achieve quarterly and annual key performance indicators
• Commercial and Contractual negotiation
• Suggest actions to improve sales performance and identify opportunities for growth

Key Requirements / Experience

• Experience in the Local Government Industry
• Preferred but not essential, 2 years of application software sales experience in the ERP space
• Experience in SaaS software sales highly preferred
• Knowledge of CRM software and MS Office
• Must be completely fluent in English (written and oral)
• Energetic and enthusiastic approach, self-motivated and able to work and make decisions independently
• Bachelor Degree preferred, relevant work experience will be considered