Job Details

Main responsibilities and duties of the role:

Candidate will become responsible for our Global Accountmanagers in France, Benelux, Nordics and the UK. Span of control is 6 Global Account Managers.

Below is a job description of the Director´s direct reports.

• To grow customer share and pipeline within assigned global customer accounts
• Develop and close strategic revenue opportunities within large organisations. The ideal candidate will have experience in building solution sales within complex client accounts.
• Own and manage the sales cycle. This role demands an individual to have a business like attitude and be capable of positioning INFOR correctly into large accounts at the executive level.
• Build the appropriate team/skills for each account â€" candidates will be responsible for coordinating INFOR personnel including pre-sales, consulting professionals, channels, etc., to drive value into the client base and further revenue potential.
• Develop and maintain close business relationships with key decision makers and influencers within client organisations
• Work with clients to identify and resolve issues that may arise within that relationship
• Present solutions to meet clients business needs and fulfil requirements
• Managing all points of the bid management process â€" capable of mobilising a multi-skilled team environment with accurate and timely submission
• Manage, develop and own customer satisfaction for existing clients.
• Responsible for accurate and timely revenue forecasting and updates.

Owning the sales cycle:

• Qualify, validate and assess client requirements including power of veto
• Forming appropriate bid teams from areas within INFOR, to develop and succeed in client responses
• Risk analyse all bids
• Ensure INFOR bid management processes are followed.

Building the appropriate team/skills for each account:

• Work as a committed part of the Strategic Account Management EMEA Team
• Provide information and feedback to other parts of INFOR (including INFOR management) to ensure they are aware of the views of INFOR clients
• Liaise with Professional Services individuals on the implementation, enhancement and management of client solutions to achieve customer expectations and drive incremental revenue
• Provide information to the Finance team in their support of clients, e.g. set up new clients, cash collection and account queries
• Working with the EMEA Strategic Accounts RVPs / VP to produce an overall territory [business] plan as well as account planning
• To review & plan meetings with bid teams to review deal status.

The successful candidate will be skilled using an appropriate selling methodology, whilst focused on a business approach to client relationships. The candidate will be familiar with managing high level relationships within leading global companies. A proven ability to communicate and negotiate at board and senior management level, across various functions (IT, Finance and Manufacturing) as well as possessing the ability to close complex, high-value ($1m +) multi-national deals.

The ideal candidate will be able to articulate/demonstrate a clear understanding of business strategies and issues. Experience in the ERP space is mandatory, along with a history of building solutions based on an ROI model. INFOR core applications experience is crucial, a track record of historic sales in value-add products i.e. Cognos and EXE would be advantageous.

This role requires you to be flexible and a self-starter and will also include extensive travel.

Interested? Please apply via this career site and send your cover letter to harald.been@infor.com