Infor

The Senior Account Manager is responsible for Net-New sales in Services Industries (i.e., Professional Services, Healthcare) and will be responsible for a satisfactory Infor relationship and direct business development for large enterprise accounts. The Account Manager shall identify and qualify Net-New sales opportunities and execute an intelligent pursuit plan to sell Infor Workforce Management (WFM – Time & Attendance and Scheduling) to Professional Services and Healthcare industries. They will target a Net-New list of large enterprise organizations, while maintaining successful relationships with clients beyond the initial software sale. A challenging Subscription Software sales background is strongly desired as you position Infor WFM Suite in complex enterprise Services markets.

A Day in The Life Typically Includes:

·         Articulate the WFM Suite value proposition and successfully communicate the competitive advantages, resources and processes to client and prospects.

·         Work closely with prospective clients to understand their business objectives and create appropriate solution to meet their business needs.

·         Develop compelling value propositions based on ROI cost/benefit analysis.

·         Develop customer account strategies and tactical penetration plans and establish, document, and maintain solid communication and follow-up procedures for all assigned accounts.

·         Manage a MEDDPICC Sales Strategies.

·         Able to lead deals as an individual contributor or with an Infor Core ERP Account Manager.

·         Negotiate pricing and contractual agreement to close the sale.

·         The successful candidate will be expected to generate five times pipeline and achieve consistent quarterly quota achievement.

Required Skills:

• In-depth knowledge of WFM software, especially Time & Attendance, and Scheduling.
• Awareness of and desire to understand our competition
• High energy, enthusiasm, humility, and, coachable
• Ability to establish and manage executive level customer relationships
• Desire to develop experience managing multiple complex sales cycles simultaneously
• Ability to develop business relationships with extended team members to drive sales.
• Desire to conduct professional presentations.

• White spacing large territories to segment and profile top targets

• Successful experience as a direct contributor carrying individual quota

• Proven sales record with large, complex, Services Markets accounts

• Demonstrated success in achieving $1.0m APR+ annual quota
  
  

Preferred Qualifications:

• Bachelor’s Degree

• 5-10 Years equivalent experience

• Experience selling into Healthcare and Professional Services Industries

• Expert knowledge of large enterprise business processes

• Willingness to Travel up to 50% (Max)

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