General information

Country
Australia
State
New South Wales
City
Sydney
Department
Sales
Job ID
35575

Description & Requirements


The Senior Account Manager is responsible for identifying, qualifying and driving sales opportunities to successful closes. A complete understanding of business & the way it is conducted in Australia & New Zealand, is required as you position Infor solutions to customers and net new opportunities within Infor’s targeted industries.

The individual must be capable of developing executive level relationships and driving sales through opportunity planning, executive involvement and value selling.
The successful candidate will be capable of generating a 5x pipeline and consistent quarter-over-quarter quota achievement. A solution selling background is essential, as you position Infor solutions in the complex market of Industry focused selling.

Responsibilities:
  • Interaction with customers and prospects to sell ERP solutions – activities include cold calling and other lead generation methods.
  • Manage complex sales cycles while working with virtual sales teams including pre-sales, direct sales, development, consulting services, lead generation, partners and support.
  • Working with services to determine project scope, including all milestones and time-frames.
  • Value selling to senior executives which encompasses:
  • Being able to articulate how process improvements through the adoption of Infor solutions will contribute to improvements in the customer’s bottom line revenue. A detailed understanding of Food & Consumer Goods industry processes is hence essential.
  • Understanding how the Infor solution will be able address industry typical KPIs. Understanding the KPIs relevant to customer/prospect stakeholders and how these drive decision making.
  • Assisting with the customer’s business case either directly or by providing supporting information.
Infor’s product set
Maintaining an expert grasp of how the Infor product set can be combined to provide a solution to the customer or prospect.
  • Exceed sales quota – maintain forecast, pipeline and status updates in CRM
  • Use cold calling and networking techniques to pursue net new business.
  • Work closely with consulting services team to ensure successful implementation and customer satisfaction.
  • Travel required throughout Australia and New Zealand
Required Skills
  • 10 years of successful software/cloud sales experience.
  • ERP selling experience in Food & Consumer Goods area.
  • Demonstrated history of selling complex solutions
  • Proven track record for achieving sales in excess of assigned yearly quota
  • Experience with closing multiple deals month-after-month
  • Must be capable of leading virtual sales teams
  • A team player with the ability lead virtual sales teams while building strong peer and interpersonal relationships
  • Ability to work with multiple customers of all sizes
  • Creative ability to run own campaigns in coordination with call efforts
  • Outstanding verbal and written communication skills
Educational Requirements (Preferred not mandatory)
  • Tertiary qualifications in either Business/Accounting or IT/Business.
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
 

About Infor

Infor is a global leader in business cloud software products for companies in industry specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation. 
For more information visit www.infor.com 

Our Values

At Infor, we strive for an environment that is founded on a business philosophy called Principle Based Management™ (PBM™) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization. Increasing diversity is important to reflect our markets, customers, partners, and communities we serve in now and in the future.

We have a relentless commitment to a culture based on PBM. Informed by the principles that allow a free and open society to flourish, PBM™ 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 is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law.

At Infor we value your privacy that’s why we created a policy that you can read here.

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