Infor

The Alliances Director is pivotal in developing, implementing, and executing a robust strategy across service partners and Global System Integrators in Japan. This role involves providing leadership and direction to both current and new partners, ensuring alignment with business objectives while engaging cross-line teams to support integrated partner processes. The goal is to drive explosive growth through and with partners in Japan and the wider region.

In addition, the Partner Director will focus on building long-term, strategic relationships with named and vertical business alliance partners. This includes facilitating the development of strategic marketing initiatives and new business plans tailored to meet or exceed assigned business goals. The Partner Director will collaborate with partners to identify opportunities, create demand through lead generation activities, and implement targeted account selling strategies. By actively tracking the joint sales pipeline, the Director aims to meet or surpass quarterly and annual revenue targets. Furthermore, the role involves developing and maintaining relationships with global counterparts to leverage corporate initiatives and ensure compliance with alliances and channel standards. Monitoring partners’ business results will be essential for making recommendations that enhance penetration with strategic partners. Establishing clear rules of engagement and operational escalation procedures will enable swift identification and resolution of issues, ensuring ongoing success and collaboration.

• Lead operational excellence and create long-term value by building an integrated ecosystem in Japan.

• Collaborate with leadership to select strategic partners, align with go-to-market strategies, and monitor sales activities.

• Conduct business reviews with service partners and oversee updates to partner business plans.

• Develop a sales pipeline for Infor Core CloudSuite products, prioritizing new opportunities and leveraging marketing investments.

• Assist partners in enhancing their Core CloudSuite capabilities and certifications.

• Engage with partners to deliver value throughout the SaaS lifecycle and successfully deploy Infor technologies.

• Promote the partnership and joint value proposition among sales teams to increase awareness.

• Cultivate strategic partnerships to drive business growth and expand Infor's market reach in Japan.

• Identify key system integrators and alliances aligned with the go-to-market strategy.

• Facilitate co-selling activities between partners and the direct sales team to increase revenue.

• Provide timely management information and revenue forecasts.

• Maintain a strong understanding of Infor’s product technology and articulate its value to partners.

• Manage contracts, business practices, and deal booking issues.

• Collaborate with marketing to plan partner events.

• Experienced leader in Enterprise Applications, skilled in managing practices, budgets, and building a system integrator ecosystem in Japan.

• In-depth understanding of the competitive SaaS landscape in Japan, with the ability to create effective commercials and analyze financial impacts.

• Experience in developing partnerships and managing partner accounts.

• Field sales experience with alliance partners, including needs analysis, negotiation, and closing techniques.

• Ability to influence cross-functional teams.

• Excellent communication skills, able to present complex technology clearly in Japanese and English

• Willingness to travel up to 50% within Japan.

• Bachelor’s or Master’s degree, or equivalent experience preferred.

• A sense of urgency - Conduct your work with intensity and speed. Huddle fast. Make fact-based decisions. Use good judgment.  Keeping the initiatives moving.  Repeat.

• A passion for customer success – Be responsive. Follow through on promises. Reject mediocrity. Be obsessive about doing better. Be accessible and communicate proactively. Be selfless.  Work as One Infor.

• A thirst for innovation – Be curious. Be a change agent.  Some ideas will prove out, and other will not.  Fail fast.  Iterate.  Stay ahead of technology.

• A focus on results - Never ignore results and facts. Learn and adjust. Focus on quality in all that you do. Do more of what works; less of what is not working. Invest your time in value creation.  Act like an owner with an adaptive, entrepreneurial spirit.

• A sense of community - Show compassion and caring for others. Be socially responsible. Be inclusive.