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Description & Requirements

This role will represent an Account management and business development 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. The Business Development aspect of this role will be to drive the Go To Market Strategy for Pathway IBU in the ANZ region.

As part of this, the successful candidate will require demonstratable skills in the development and ongoing refinement of a sales GTM strategy, 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 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 working in a virtual team environment at times.

Key Responsibilities

  • Become a key influential person for the Local Government industries within Infor Pacific
  • Participate in 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
  • 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

Key Requirements / Experience

  • Experience within Local Government markets for more than 5 years
  • 10+ years of application software sales experience in the ERP space
  • Demonstrable senior sales experience with evidential attainment over the last 3 years
  • Experience in SaaS software sales is highly preferred
  • Must be completely fluent in English (written and oral)
  • Energetic and enthusiastic approach, self-motivated and able to work and make decisions independently
  • Bachelor's Degree preferred, relevant work experience will be considered

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. 
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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. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section at the bottom of the webpage.

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