General information

Country
Spain
City
Barcelona
Department
Sales
Job ID
25788

Description & Requirements

Manager, Inside Client Partner - Benelux, UK and Ireland Territory

Infor  Barcelona, Catalonia, Spain (On-site)

About Infor


Infor delivers end-to-end ERP and strategic edge applications that are integrated and delivered in a multi-tenant cloud. We believe that customers need industry-specific solutions and that one size does not fit all.

We are proud to serve more than 68,000 companies worldwide. Infor is a standalone subsidiary of Koch Industries, Inc., which has annual revenues of over $110 billion.

Our software is purpose-built for specific industries, providing complete suites designed for progress – for individuals, businesses, and across networks.We believe in the beauty of work, the importance of relationships, and the collective power of ideas to drive significant positive change.

For more information visit www.infor.com


Position Summary


The Infor Consulting Services (ICS) Organization enables our customers to rapidly recognize the value of Infor Solutions in a responsible, timely and cost effective fashion by providing our customers consulting, implementation, development and managed services. To strengthen the ICS Sales Team in the Western Region, we are looking for a motivated, creative and enthusiastic Inside Client partner manager.

Reporting to the Director of EMEA Inside Services Sales, the MEA and Western Sales manager will manage a team of 7 reps.

Responsibility for enabling and leading the team to exceed quota in consulting bookings with both net new customers and the existing Infor customer base.

Manage the team through territory coverage, successful forecasting, demand generation and campaigns, and assist in driving specific deals through to signature.


Key Responsibilities


Sales Strategy

• In conjunction with ICS Sales Leaders, builds the strategy, models and designs features of the Inside Sales route-to-market for assigned Region in order to maximize business impact and increase the scalability of the model while ensuring consistency and clear agreement on any market-necessary exceptions

• Supports the evolution of the ICS Inside Sales Strategy in alignment with the overall GTM strategy.

• Creates and communicates Infor’s overall ICS Inside Sales Strategy to all key executive stakeholders internally and externally

• Identifies key areas (regional, industry segment, etc.) of the ICS Inside Sales channel which will enable Infor’s growth.

• Prioritizes these areas according to market potential and develops actionable implementation plans in accordance with regional and local business requirements and ensures an ongoing review process to be able to timely react on competitive challenges and market dynamics.


Sales Management

• Responsible for coverage and execution of entire territory in Western region (Benelux and UKI).

• Promotes an effective approach to improve the ICS Inside sales channel in his territory taking the regional / local flavor into account. This includes the definition of appropriate processes, systems and tools.

• Oversees the fulfilment of key sales KPIs (quota, budget, linearity) on a regional level

• Manages and drives sales execution according to business targets to significantly contribute to Infor ambitious growth.

• Review of top deal status, account- and opportunities plans for key deals requiring senior management support.

• Coordinates the ICS Inside Sales activities with broader sales and solution initiatives to ensure alignment and integration with Infor´s global strategy.

• Monitors execution of activities across regions and key countries identifies risks and defines/implements activities to prevent critical situations.


Requirement

•Pipeline and Demand Management

• Accountable for managing the Western ICS Inside Sales pipeline to ensure attainment of Inside Sales business unit targets and performance goals

• Ensures enough services pipeline coverage is in place for assigned Region

• Engaged in design of Demand Generation activities jointly and regularly reviews both the Services and SW license revenue pipeline, consolidates and communicates pipeline progression and revenue forecast to Infor´s business leaders.

• Develops, drives and implements sales initiatives and campaigns to accelerate pipeline build and revenue conversion following ICS Inside Sales requirements


Territory Planning

• Creates, monitors and reviews the overall Sales Strategy for the Region in close collaboration with Field Sales.

• Ensures sales territories are defined and accounts are allocated (target acquisition accts, territory acquisition accts, installed base); reviews performance on a regular base and requests adjustments necessary

• Drives territory planning for each territory in alignment with Field Sales on a regular basis

• Conducts regular business review meetings or forecast calls

• Provides feedback to executive Field on engagement level with ICS Inside Sales Team


Relationship Management

• Plans, builds and maintains strong business relationships with key strategic customers and executives on a global and regional level to help drive ICS Inside Sales strategic priorities

• Monitors success of ICS Inside Sales programs and offerings on global and regional level, evaluates results based on common targets and initiate enhancement of activities in order to drive Infor’s growth targets


Deal Support / Escalation Management

• Supports ICS Inside Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required

• Handles issues within the organization that require senior management attention

• Manages customer escalations in a proactive and professional manner to maintain satisfaction levels and to secure future business

Leadership / People Development

• Drives in conjunction with ICS Inside Sales leadership, the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in his territory

• Drives business and operational change within the team to drive highest levels of employee satisfaction

• Initiates recruiting and drives evaluation process of new team members in the light of coverage needs

• Oversees and is accountable for the recruitment, development and management of the ICS Inside Sales Business Unit

• Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage.


Key Requirements/Experience

• Bachelor's degree or equivalent

• 3+ years of successful Sales Management experience

• Demonstrated history of selling complex solutions

• History of Cloud solutions Sales

• Strong coaching and people development skills

• Confidence and ability to interface professionally with a wide spectrum of internal stakeholders

• A team player with the ability to build strong peer and interpersonal relationships

• Creative ability to plan and have campaigns executed by the team on the territory

•Fluent spoken and written English, other languages would also be an advantage

• 3 years of management experience

• Experience selling consultancy services


Our Values

Our Guiding Principles set the standard for how we work with one another. They define who we are as an organization and guide everything we do. By applying the same shared values that unleash prosperity in free societies—such as value creation, integrity, responsibility, free speech, and toleration—we encourage one another to take initiative and to challenge the status quo.

We have a relentless commitment to a culture based on a business philosophy called Market Based Management® (MBM®). Informed by the principles that allow a free and open society to flourish, MBM® prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfilment for its employees.


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


The information above is not complete and may change once joining Infor in future but this is a guide of the overall role.


Please find further information here: http://www.infor.com/


If you recognize yourself in this description and are interested in joining us to build the future of our company, please apply.

Due to the high volume of applications we receive, if you do not hear back from us in 2 weeks’ time, please consider your submission declined.

Infor Values:

Our Guiding Principles set the standard for how we work with one another. They define who we are as an organization and guide everything we do. By applying the same shared values that unleash prosperity in free societies—such as value creation, integrity, responsibility, free speech, and toleration—we encourage one another to take initiative and to challenge the status quo.

 

We have a relentless commitment to a culture based on a business philosophy called Market Based Management® (MBM®). Informed by the principles that allow a free and open society to flourish, MBM® 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.