Consulting Services Sales Executive Infor Global Solutions, Inc.
THIS JOB HAS EXPIRED
Consulting Services Sales Executive
USA, Remote Office US
Tuesday, February 12, 2013
Practice Director - Sales Department: Service Industries Reports to: VP or Service Director â€" Business Unit Division: Professional Services JOB SUMMARY: Responsible for the continuous growth of Lawson's services revenue, which includes working with Lawson Consulting Services and License Sales groups. Will focus on the promotion of implementation services, training and license fee business within the existing client base, and license sales team pursuit of net new customers by promotion of the strategic priorities, and improve client satisfaction with implementation and training services. PERFORMANCE DIMENSIONS & KEY PERFORMANCE INDICATORS (KPI) Quarterly Goal Setting Link to Lawson Automated IBO Tool Lawson Performance Dimensions Link to Lawson Performance Dimensions Specific KPI's Critical to the Success of Position: 1. Achieve and exceed assigned services bookings quota 2. Ensure forecasting accuracy 3. Ensure customer satisfaction Title: Practice Director - Sales Grade: Essential Functions Sales (40%) â€¢ Work with Lawson Consulting Services, Client Care and Sales groups. â€¢ Create and implement programs to promote services and training, preparing and presenting proposals that meet the needs of existing clients and developing and maintaining relationships with the sales force. â€¢ Development and delivery of services and training proposals, offerings in such a way as to promote and support the generation of license revenue through the acquisition of new clients. â€¢ Develop and execute programs designed to promote the targeted sales of services and training products through direct sales into the existing client base, including presenting proposals to meet the services and training needs of existing clients. Proposals (30%) â€¢ Prepare and present implementation services proposals that feed the Division's Services pipeline, allowing maximum utilization of resources at maximized rates and margin. â€¢ Prepare Statements of Work which accurately capture responsibilities of Client and Lawson ensure successful implementations. â€¢ Negotiate Services Agreement and help prepare documents that reflect contractual relationship between Lawson and Client. Sales Forecasting/Pipeline Management (20%) â€¢ Participate in regular pipeline reviews with the sales force to understand upcoming events and timing, roles and priorities. â€¢ Participate in regular services reviews and understand other regional skills, needs and goals in terms of the deployment of local resources in support of and implementation. â€¢ Meet regularly with Delivery team to develop qualified prospects, establishing relationships with influential consulting and business partners and servicing customers. â€¢ Qualify services sales pursuits. â€¢ Meet regularly with Delivery team to develop qualified prospects, establishing relationships with influential consulting and business partners and servicing customers. Reporting (10%) â€¢ Complete weekly call/expense reports, updating the marketing files, monthly forecasts, sales leads, win/loss reports, and all other activities directed by management. â€¢ Act as the primary contact person for the customer throughout the contract period. â€¢ Maintain on a continual basis a comprehensive territory plan which clearly defines strategy for maximizing service bookings in defined territory. â€¢ Maintain all required information in sales, pipeline, capacity management, deal review and account transition systems on a continual basis Minimum Qualifications â€¢ Bachelors Degree in a related field or equivalent work experience â€¢ Services sales experience and strong track record of overachievement on targets â€¢ 10 years experience in software industry or related industry â€¢ Budget management experience; revenue and cost budgeting experience; management P&L experience â€¢ Proven/demonstrated ability in all areas of essential functions â€¢ Proven ability to develop and maintain effective internal and external business relationships with various levels of management; prior experience working with, and or coordinating the efforts of multiple parties Preferred Qualifications â€¢ Lawson Software experience in Services â€¢ Lawson solution architect experience AUTHORITY LEVEL AND CONDUCT STANDARDS All employees are responsible for knowing and understanding Lawson's Authority level and Conduct Standards identified: Delegation of Authority Code of Conduct WORK ENVIRONMENT/PHYSICAL DEMANDS â€¢ General office environment â€¢ Ability to perform extensive regional and/or national travel as needed (minimum of 70%) â€¢ No special physical demands. Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, marital status, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, military service obligation or veteran status or any other characteristic protected by law applicable to the state in which you work. In compliance with the ADA Amendments Act (ADAAA), should you have a disability and would like to request an accommodation in order to apply for a currently open position with Infor, please call (678) 319-8000 or email us at ADAAA@infor.com.
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THIS JOB HAS EXPIRED