Infor

POSITION SUMMARY:

Responsible for achieving assigned services sales quotas and goals for customers located within a defined geographic territory, vertical or account list. Prospects and develops business, responds to RFPs,

and develops proposals for presentation to customer, ensure services offers positioning. Coordinates account resources with representatives from license, services delivery, PMO etc.

JOB RESPONSIBILITIES:

Prospecting

• Identify prospective clients and new-business opportunities through lead generation, cold calling, tradeshows, and by working closely with license sales team to in the assigned territory
• Support sales representatives on all opportunities for full sales lifecycle including coordination of RFP responses, oral presentations, contract negotiation for services elements and preparation of proposals/ work orders
• Articulate the value proposition focus on selling business outcomes, solutions sales approach and ensuring that these are technically sound, deliverable, competitive and representative of market leadership to address key business issues
• Drive consulting services opportunities and leveraging entire scope of company and external resources, including Alliances, Partners, and Industry Managers

Quota Carrying

• Responsible for the sale of Infor Services in the assigned territory, to achieve or exceed the services annual booking and revenue quotas
• Prioritize personal and team effort on opportunities to maximize signings and revenue

Sales Forecasting

• Forecast Responsibility (Monthly, Quarterly, Annually)
• Provide regular and accurate qualification, forecasting and analysis of opportunities using company specified methodology, and have a clear focus on closing deals

Delivery Forecasting

• Works closely with delivery/practice team to forecast resource requirements to ensure necessary resource capacity is in place
• Manages expectations with client on project timing based on consultation with delivery/practice  team

Process Compliance

• Ensure approval processes are followed for all opportunities in a timely manner
• Prepare project proposals which include business requirements, technical requirements and appropriate solution stating the delivery times and schedules for the design, development and testing of the solution components in accordance with the Infor Delivery Methodology

Price Quotations:

• Ability and experience in delivery engagements to be able to draft services estimates in close consultation with the delivery practice team
• Understands implementation lifecycle for Packaged Software and able to articulate clearly the roles/responsibilities and expectations with client

Commercial Negotiation

• Negotiate sales terms within established policies and procedures and subject to review and approval by manager
• Work with sub-contractors to handle additional opportunities

EDUCATION & EXPERIENCE:

The successful candidate is preferred to have the following Education & Experience:

• Bachelor’s degree in Business, IT or related field
• At least 3 years of experience in successfully meeting aggressive sales goals and achieving /exceeding quota targets
• Demonstrated understanding of enterprise software implementations
• Ability to establish and manage executive level customer relationships
• Knowledge of the procurement and approval processes within assigned territory
• Experience in estimating effort, scoping projects and change requests, and also producing and being responsible for the contracting of the services
• Experience with an SI or enterprise software company
• Excellent communication, presentation, organizational and planning skills
• Excellent closing skills
• Excellent interpersonal skills to work as a team member and customer liaison
• Professional appearance and presentation required
• MS-Office suite and various other software applications used as required
• Proven ability to manage a sales campaign and close deals alongside license campaigns or as a standalone services campaign
• Demonstrable ability to map out a close plan that incorporates all involved resources and contracts with a clear understanding of the customer sign off process and procedures