Infor

The Senior Account Manager will be responsible for value selling our Food & Beverage and Manufacturing & Distribution industry solutions to existing Infor accounts and hunting for net-new business. This role is an industry specific role where the Senior Account Manager will bring a passion for telling compelling industry stories around innovation technologies through the lens of customer outcomes and the economic benefit of digital transformation.

A Day in the Life Typically includes:

• Developing account strategies and tactical plans for each assigned client. Working closely to develop effective relationships with key decision makers within assigned clients to understand their business objectives and create an appropriate solution to meet their business needs.
• Constructing and delivering C-suite appropriate presentations and proposals that outline transformational business outcomes in a language that is based on what the client is seeking.
• Challenging your clients to think differently about their business through compelling innovation strategies based on ROI cost/benefit analysis.
• Building and maintaining industry expertise by joining Food & Beverage and Manufacturing & Distribution associations and councils, participating in specific groups to develop a deep understanding of the challenges faced in the industry.
• Negotiating pricing and contractual agreements to close sales.
• Maintaining and keeping up to date your progress and activities within your territory for each account using tools like Salesforce, Outreach, Consensus, and Clari for opportunity management. Regularly communicating with sales management to deliver an accurate forecast of expected revenue.

Duties and Responsibilities:

• Sales Strategy and Execution: Develop and implement a comprehensive sales strategy to meet or exceed assigned quotas. Identify and pursue new business opportunities across Food & Beverage and Manufacturing & Distribution industries in New Zealand.
• Customer Relationship Management: Cultivate strong relationships with existing clients, understanding their needs and challenges to offer tailored solutions that drive value.
•  New Business Development: Identify, qualify, and close new business opportunities. Conduct thorough market research and engage with potential clients to expand the customer base.
• Product Expertise: Maintain an understanding of our Enterprise Applications to enable you to confidently articulate our value proposition to prospective and current clients.
• Sales Process Management: Manage the end-to-end sales process, from lead generation to contract negotiation and closing. Ensure timely and accurate forecasting and reporting of sales activities.
• Collaborative Selling: Work closely with internal teams, including marketing, business development, solution consulting, professional services, and customer support, to ensure alignment and the delivery of exceptional customer experiences.
•  Market Insights: Stay informed about industry trends, competitive landscape, and emerging technologies. Share insights with the team to inform product development and marketing strategies.

Skills/ Qualifications/ Experience:

Experience:

• 5 years of enterprise software sales experience, working within manufacturing and/or distribution industries - cloud-based applications preferred.
• Experience in comparable sales positions, supporting complex sales cycles selling to Food and Beverage and Distribution organisations is essential.

Skills:

• Demonstrable sales experience with evidential attainment over the last 3 years.
• Familiarity with sales processes and methodologies, especially in a direct environment. MEDDPICC is advantageous.
• Ability to build and maintain relationships with senior-level executives and decision-makers.
• Excellent communication, negotiation, and presentation skills.
• Strong business level understanding of cloud concepts and services.

Attributes:

• Self-motivated and results driven.
• Strategic thinker with a customer-centric approach.
• High level of integrity and professionalism.
• Ability to work both independently and as part of a collaborative team.

Education:

• Tertiary qualification in a business-related field preferred, relevant work experience will be considered.