Infor

The Infor Global Consulting Services (GPS) 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 GPS Sales Team in Greater China and Korea region, we are looking for a motivated, creative and enthusiastic Client Partner.

Reporting to the Senior Director, Consulting Service, the Client Partner is primarily responsible for selling of consulting, implementation, development and managed services for ERP systems within GCK region. The Client Partner will work with the License Team, Services Managers and Delivery Teams to sell the services to Infor customers and prospects.

Your Responsibilities Include

• Responsible for the Services sales in the assigned territory, to achieve or exceed the services booking and revenue quotas

• Responsible for SOW, along with supporting materials

• Responsible for prospecting in the assigned territory to achieve a qualified pipeline of 3X the annual revenue quota

• Respond to tenders and prepare proposals/work orders in conjunction with Consulting Directors and license sales team. Setting and managing customer expectations. Articulate the value proposition; focus on selling business outcomes, solutions sales approach and ensuring that propositions are technically sound, deliverable, competitive and representative of market leadership to address key business issues

• Lead project proposals with support from bid team which include the business requirements, technical requirements and appropriate solution stating the delivery times and schedules for the design, development and testing of the solution components in accordance with the Infor Delivery Methodology

• Ensure approval processes are followed for all opportunities in a timely manner

• Works closely with the license sales team to identify prospective territory qualified opportunities through lead generation, cold calling, trade-shows, etc.

• Responsible for coordinating closely with Infor counterparts in license sales to maximize Infor’s revenue capture from customers in the assigned territory

• Drive consulting services opportunities and leveraging entire scope of company and external resources, including Alliances, Partners, and Value Engineering

• Provide regular and accurate qualification, forecasting and analysis of opportunities using company specified methodology, and have a clear focus on closing deals

• Continuously pursue relationships with client industries and identify new opportunities for sales penetration

• Prioritize personal and team effort on opportunities to maximize signings and revenue

Knowledge and Skills, You Bring to the Organization

• University degree in relevant discipline

• Demonstrated understanding of software implementations

• Demonstrated history of selling complex solutions

• Experience within an SI or enterprise software company

• Demonstrated success in exceeding quota targets

• Ability to establish and manage executive level customer relationships

• Ability to handle multiple complex sales cycles simultaneously

• Ability to work and communicate effectively in a matrix-management environment with extended team members

• Knowledge of the procurement and approval processes within assigned territory

• Excellent communication, presentation, organizational and planning skills

• Strong negotiation and closing skills

• Excellent interpersonal skills to work as a team member and customer liaison