Infor

The Technology & Innovation sales team is responsible for promoting and selling Infor digital business platform products into existing and net new opportunities.  The senior account executive will proactively call into existing customers and greenfield industry accounts to sell all Infor components which are part of the business platform including AI/ML Augmented Intelligence, Generative AI, Enterprise Automation, Process Mining, Enterprise Integration, and Data Management.

The account executive must have a passion for telling compelling industry stories around innovation technologies through the lens of customer outcomes and the economic benefit of digital transformation.

Responsibilities include developing strong working relationships with the regional Infor sales teams, creating marketing plans with Infor marketing and business development representatives, managing assigned industry accounts, and uncovering prospects’ business issues and aligning with business platform solutions.

Requires travel up to 50%.  Industry – Cross vertical.

A Day in The Life Typically Includes:

• Develop account strategies and tactical penetration plans for each assigned client.  Work closely and develop effective relationships with key decision makers within assigned clients to understand their business objectives and create an appropriate solution to meet their business needs.
• Establish trusted partnerships with Infor industry sellers, educating and enabling them on platform innovation capabilities, supporting their current opportunities with technology and innovation value messaging, developing joint pipeline and pursuit strategies.
• Construct and deliver a C-suite appropriate presentation and proposal that outlines transformational business outcomes in a language that is based on what the client is seeking.
• Challenge clients to think differently about their business through compelling innovation strategies based on ROI cost/benefit analysis.
• Build and maintain industry expertise by participating in vertical-specific user groups and by monitoring and reporting on competitor activities and offerings.
• Collaborate closely with other Lines of Business, acting as a liaison between Sales, Pre-sales, and Solution Consulting to ensure seamless alignment and delivery of client-centric solutions.
• Negotiate pricing and contractual agreement to close the sale.
• Maintain and keep up to date progress and activities within your territory for each account in internal systems of record (CRM, Teams, etc.).  Regularly communicate with sales management an accurate forecast of expected revenue.

Basic Qualifications:

• Ability to thrive in a start-up, incubated organisation.
• Understanding of AI/ML, GenAI, Hyper Automation, Enterprise Integration, and Data Management concepts.
• Ability to translate technical capability into quantifiable business value and process improvements.
• Working knowledge of common businesses and buying processes…supply chain management, inventory optimization, sales forecasting.
• Proven success in a complex, multi-product team selling environment.
• Creative thinker with a strong attention to detail.
• A bias for action and sense of urgency.
• Ability to establish and manage executive-level, customer relationships.
• Excellent communication skills, both verbal and written.
• Demonstrated success in achieving $1M+ annual quota.
• Ability to manage multiple complex sales cycles simultaneously.
• Possess hunter sales methodology.

Preferred Qualifications:

• Strong competitive and industry knowledge.
• Bachelor’s degree or equivalent.
• Proven experience of solution selling.