Infor

The Enterprise Partner Manager  will be responsible for developing long term strategic relationships with GSI partners ensuring a synchronized plan for generating demand and generating interest to select Infor as a vendor for their clients looking for ERP.

The key goals for this role are to create, build and cement new partnerships, generate new sales opportunities which build into revenue to support the regional sales targets and growth for Infor’s business.

This person will need to be the primary partner to Source & Co-Sell SI partners / enterprise implementation partners, driving strong collaboration and synergies across the firms and the Infor sales ecosystem.

Infor is seeking a person who combines business acumen and strategic thinking with a pragmatic, hands-on approach to execution of impactful programs positioning Infor to top enterprise implementation partners.

Someone who has managed external relationships supporting business go-to-markets and sales cycles.

Role can be based in France, Spain, Italy or Nertherland. 

Enterprise Partner Manager Responsibilities

1. Strategic Partner Business Planning & Ongoing Plan Execution 

   • The Partner Manager will be responsible for strategic business planning with Managed Partners—annually building the plan and monthly/quarterly tracking adherence.
   • They will execute all components of the strategic business plans, including target success metrics, target accounts alignment, enablement plans, co-marketing plans, co-innovation & industry solutions, cloud migration plans, executive alignment, governance, and strategic investment plans.

2. Governance & Accountability 

   • Responsible for managing QBRs and weekly/monthly check-ins with Managed Partners, tracking bidirectional commitments and success metrics to ensure execution of all agreed actions.
   • Increase the predictability of Partner business—coaching Partners to perform accurate forecasting.

3. Program Execution & Adherence 

   • Execute all business tenets of the IPN Program, including the PSS scoring process—providing the Ecosystem Ops team with Partner contact information to gather PSS scores and setting expectations with Partners as needed.
   • Act as an escalation point when PSS Scores are not received for Managed Partners.
   • For unmanaged Partners, refer to the full process on slide 6. Partner Managers, in partnership with ACL, will introduce DSM to Partners.

4. Partner-Led Demand Generation / Lead Generation / Co-Marketing 

   • Collaborate with the Partner Marketing team to develop and execute co-marketing plans and campaigns.

5. Sales & GPS Alignment (NEW)

   • Support respective geo and/or industry sales and GPS leader(s) to achieve and exceed ACV goals through the ecosystem.

6. Enablement—Self-Service Curriculum, Customized Curriculum & Delivery Shadowing

   • Define a path for Managed Partners to build successful delivery practices for SaaS products in partnership with the Partner Enablement team.

7. CRM Hygiene & ACV Source/Co-Sell/Influence Reporting

   • Ensure Partner Attached data within SFDC is properly tagged and accurately reflects reality.
   • Report on Partner Attached for the region and/or industry teams they support.

A Day in the Life typically Includes:

• Identify, develop, and enable partners committed to positioning Infor’s value and business solutions.
• Facilitate co-sell activities between partners and Infor sales team.
• Increase revenue from partner sources and market-share through a leverage partnering model.
• Identify and develop joint business plans and “go-to-market” strategies and lead generation opportunities.
• Provide accurate and timely management information and revenue forecasts.
• Maintain an understanding of Infor’s product technology and articulates Infor’s business solution value to partners and their customers.
• Exemplify the positive attributes of being a cross-functional strong leader, team player and synergies builder.
• Up to 50% travel expected.

Basic Qualifications:

• Experience developing and managing global partnerships and driving partner account activities with Source & Co-Sell SI partners / enterprise implementation partners
• Driving joint business plans and “go-to-market” strategies and lead generation opportunities with Source & Co-Sell SI partners / enterprise implementation partners.
• Sales/Marketing experience including needs analysis, business justification, negotiating and closing techniques.
• Experience managing sales opportunities across the customer journey to drive strong business outcomes. Experience building sales pipeline and closing sales.
• Experience collaborating with partners, influencing and relationship-building.
• Experience evolving the advisories relationships framework.
• Legal authorization to work permanently in Iberia (Spain, France, Italy or Portugal) for any employer without requiring a visa transfer or visa sponsorship now or in the future.

Preferred Qualifications:

• B2B enterprise software experience (ideally SaaS/Cloud) technology industries.
• Experience creating new sales opportunities via advisory and selection firms from conception to completion. Experience building an integrated & programmatic approach with advisories vs one off tactics & relationships.

Location: Remote in Iberia.