Responsible for achieving assigned services sales quotas and goals for customers located within a defined geographic territory, vertical or account list. Prospects and develops business, responds to RFPs, and develops proposals for presentation to customer, ensuring services offers positioning. Coordinates account resources with representatives from license, services delivery, PMO, etc.
Essential Duties Prospecting: Identify prospective clients and new-business opportunities through lead generation, cold calling, trade-shows, and by working closely with the license sales team in the assigned territory. Support sales representatives on all opportunities for the full sales lifecycle including coordination of RFP responses, oral presentations, contract negotiation for services elements, and preparation of proposals/work orders. Articulate the value proposition focusing on selling business outcomes, solutions sales approach, and ensuring that these are technically sound, deliverable, competitive, and representative of market leadership to address key business issues. Drive consulting services opportunities and leverage the entire scope of the company and external resources, including Alliances, Partners, and Industry Managers. Quota Carrying: Responsible for the sale of Infor Services in the assigned territory, to achieve or exceed the services annual booking and revenue quotas. Prioritize personal and team effort on opportunities to maximize signings and revenue. Sales Forecasting: Forecast Responsibility (Monthly, Quarterly, Annually). Provide regular and accurate qualification, forecasting, and analysis of opportunities using company-specified methodology, and have a clear focus on closing deals. Delivery Forecasting: Works closely with the delivery/practice team to forecast resource requirements to ensure necessary resource capacity is in place. Manages expectations with clients on project timing based on consultation with the delivery/practice team. Process Compliance: Ensure approval processes are followed for all opportunities in a timely manner. 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 in accordance with the Infor Delivery Methodology. Price Quotations: Ability and experience in delivery engagements to be able to draft services estimates in close consultation with the delivery/practice team. Understands implementation lifecycle for Packaged Software and can articulate clearly the roles/responsibilities and expectations with clients. Commercial Negotiation: Negotiate sales terms within established policies and procedures and subject to review and approval by the manager. Work with sub-contractors to handle additional opportunities. Basic Qualifications Bachelor's degree in Business, IT, or related field At least 3 years of experience in successfully meeting aggressive sales goals and achieving/exceeding quota targets Demonstrated understanding of enterprise software implementations Excellent communication, presentation, organizational, and planning skills Excellent closing skills Excellent interpersonal skills to work as a team member and customer liaison Professional appearance and presentation required MS-Office suite and various other software applications used as required Ability to establish and manage executive-level customer relationships About Infor Infor is a global leader in business cloud software products for companies in industry-specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation.
At Infor, we strive for an environment that is founded on a business philosophy called Principle Based Management (PBM) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization. Increasing diversity is important to reflect our markets, customers, partners, and communities we serve in now and in the future.
We have a relentless commitment to a culture based on PBM. Informed by the principles that allow a free and open society to flourish, PBM prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.
Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section at the bottom of the infor.com/about/careers webpage.
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