Infor

The Alliances, Director will be responsible for developing and maintaining long-term strategic relationships with Global System Integrators (GSI) and Enterprise Implementation Partners. 

This role focuses on aligning and executing co-sell activities and go-to-market strategies to position Infor as a preferred ERP vendor, while driving significant revenue growth.

In this role, you will be the key liaison for building and expanding our partner ecosystem, particularly within Source & Co-Sell SI partners. 

You will leverage strategic partnerships to drive joint business plans and lead generation opportunities, ensuring that Infor is positioned for success within the partner ecosystem.

We are seeking an individual with a combination of business acumen, strategic thinking, and hands-on execution. The ideal candidate will have experience managing external relationships, supporting go-to-market strategies, and sales cycles, while continuously driving revenue from partner sources and expanding Infor’s market share.

Key Responsibilities:

• Develop and enable partnerships: Identify, cultivate, and manage strategic partnerships that are aligned with Infor’s business solutions and value proposition.
• Facilitate co-sell activities: drive collaboration between partners and the Infor sales team to co-sell and generate new business opportunities.
• Revenue growth: Increase revenue from partner sources and expand market share through an effective partnering model.
• Business planning: Lead the development of joint business plans and go-to-market strategies, including lead generation and pipeline growth.
• Forecasting and reporting: Provide accurate and timely revenue forecasts and management information, ensuring transparency on key performance indicators.
• Product knowledge and value communication: Maintain a deep understanding of Infor’s product technology and articulate its value to partners and their customers.
• Cross-functional leadership: Exemplify leadership by fostering strong collaboration across teams and ensuring synergy-building across the partner ecosystem.

Basic Qualifications:

• Language skills: fluent in both Dutch and English.
• B2B Enterprise software experience: Ideally in SaaS/Cloud technology industries.
• Partner management experience: Proven experience in developing and managing global partnerships, particularly with Source & Co-Sell SI partners and enterprise implementation partners.
• Sales pipeline and opportunity management: Track record of building and managing sales opportunities through the entire customer journey, ensuring strong business outcomes.
• Collaborative relationship building: Strong relationship-building skills with the ability to influence partners and collaborate effectively across teams.
• Advisory relationship experience: Experience evolving advisory relationships and creating long-term value.
• Legal authorisation: must have legal authorisation to work permanently in the Netherlands for any employer without requiring a visa transfer or sponsorship.

Preferred Qualifications:

• Sales expertise: Experience driving joint business plans, go-to-market strategies, and lead generation activities. Strong sales background including needs analysis, business justification, and closing techniques.
• Advisory and selection experience: Proven experience in creating new sales opportunities with advisory firms, from conception to completion, with an integrated approach rather than one-off tactics.