Job Details

Regional Director Alliances EMEA

The Director Alliances builds long term, strategic relationships with named and vertical business alliance partners.

Facilities the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.

Desired Skills & Experience

Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 5 years of related experience. Secondary education in Marketing or a related field preferred.

As an Alliance Director you will bring partners into Infor's business opportunities and manage third party transactions resulting from the relationship.

• Identify and develop partners committed to selling Infor products.
• Facilitate joint selling between partners and direct sales team.
• Increase revenue from partner sources and market share through a leverage partnering model.
• Identify and develop joint "go-to-market" strategies and lead generation opportunities.
• Provide accurate and timely management information and revenue forecasts.
• Maintain an understanding of Infor technology and articulates Infor propositions to partners and their customers.
• Manage transaction contracts, business practices, and deal booking issues. Work with marketing to plan marketing events for partners.

Job Requirements:

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Minimum 8 years field sales experience, to include 3 years alliances experience. Strong sales/marketing skills including needs analysis, business justification, and closing methodologies. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Infor's field sales cycle and partner program. Travel required. Bachelor degree or equivalent.

KEY FUCNTIONS / ACTIVITIES

Manage a defined list of partners to achievement of documented business plan objectives. Manage partner for:

• Indirect license revenue
• Co-sell (influence) revenue
• Skills development
• Joint references
• Go-to-market campaigns, alignment and engagement
• Product adoption
• Organization commitment through resourcing
• Strategies for penetration to market segments

Interested? Please send your CV to harald.been@infor.com