Infor

In line with Infor's continued growth, we seek an experienced, motivated, creative and enthusiastic (Senior) Client Partner to join our South Europe Team. 

Reporting to the Director, Client Partner in the Infor Consulting Services (ICS), the (Senior) Client Partner is primarily responsible for selling consulting, implementation, development, customer training and managed services for ERP systems within France.  The (Senior) Client Partner will work with the License Team, Services Managers and Delivery Teams to sell the benefits to Infor customers and prospects. 

As a Client Partner, you will be responsible for achieving assigned services sales quotas and customer goals within a defined geographic territory, vertical or account list.

You will manage client relations with key decision makers: CxO Level (CFO, CIO, COO, CEP), IT department purchasing department, business stakeholders to develop business, responds to RFPs, and formulate proposals for presentation to customers and prospects, ensuring services offer to position. 

Your Responsibilities Include 

Prospecting 

o   Identify prospective clients and new-business opportunities through, trade-shows, and by working closely with the license sales team to maximize Infor’s revenue in the assigned territory 

o   Support sales representatives on all opportunities for the entire sales lifecycle, including coordination of RFP responses, oral presentations, contract negotiation for services elements and preparation of proposals/work orders   

o   Articulate the value proposition focus on selling business outcomes, solutions sales approach and ensuring that these are technically sound, deliverable, competitive and representative of market leadership to address critical business issues 

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

Quota Carrying 

o   Responsible for the sale of Infor Services in the assigned territory to achieve or exceed the service's annual booking and revenue quotas 

o   Prioritize personal and team efforts on opportunities to maximize signings and revenue 

Forecasting 

o   Forecast Responsibility (Monthly, Quarterly, Annually)  

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

Process Compliance 

o   Ensure approval processes are followed for all opportunities on time 

o   Prepare project proposals which include business requirements, technical requirements and appropriate solutions stating the delivery times and schedules for the design, development and testing of the solution components by the Infor Delivery Methodology 

Commercial Negotiation 

o   Develop and execute a Sales Strategy to drive the identified opportunities to closure so that individual targets are met or exceeded.

o   Negotiate sales terms within established policies and procedures and subject to review and approval by the manager 

o   Work with sub-contractors to handle additional opportunities.  

Knowledge and Skills, You Bring to the Organization 

Your experiences:

o   Experience as a service sale with an SI or enterprise software company 

o   Know-how of Cloud solutions and preconfigured implementation approach are a must

o   Proven ability to close deals and complex solutions.

o   Demonstrated understanding of enterprise software implementations as ERP 

o   Basic understanding of the business process or an ERP (supply chain, finance, sales, purchasing, process and/or discrete manufacturing ...) 

o   Native French Speaker and fluent in English 

o   Experience achieving/exceeding sales goals and achieving/exceeding quota targets 

o   Experience in estimating effort, scoping projects and change requests, and also producing and being responsible for the contracting of the services 

o   Excellent closing skills and proven ability to manage a sales campaign and close deals alongside license campaigns or as a standalone services campaign  

o   Demonstrable ability to map out a close plan that incorporates all involved resources and contracts with a clear understanding of the customer sign-off process and procedures 

o   Ability to manage forecast/pipeline and reflect a true position with date-driven deadlines

Your personality

o   Ability to establish and manage executive-level customer relationships 

o   Excellent interpersonal skills working as a team member and customer liaison

o   Ability to work autonomously but also as part of a team

o   Excellent communication, presentation, organizational and planning skills

o   Humble person, who believes in our production and our philosophies. 

Consulting Sales / Associated Partner /ERP Presales Consultant