Channel Account Manager, Senior

General information

Country United States City Remote Location Job ID 48588 Department Sales Experience Level ASSOCIATE Employment Status FULL_TIME Workplace Type Remote

Description & Requirements

The Senior Channel Account Manager is a strategic role responsible for recruiting, developing, and accelerating Infor’s indirect sales motion through high-performing partners in the public sector. The ideal candidate should have strong sales experience with deep knowledge of government procurement mechanisms, budget cycles, and the advisor/consultant ecosystem, combined with proven success building partner networks in complex, regulated buying environments with a track record of driving sales individually and through motions with Value Added Resellers, System Integrators (SIs), and Managed Service Providers (MSPs). This individual will focus on driving sales with the partner ecosystem while being a business consultant and trusted advisor to partners, aligning them with Infor’s strategic goals and empowering them to deliver exceptional value to shared customers.

A Day in The Life Typically Includes:

• Manage sales with current partner network supporting sales activities with each partner
• Support sales teams to navigate public sector procurement complexities across
• Collaborate with partners to develop joint business plans, sales strategies, and pipeline development tactics to drive predictable and scalable growth. 
• Own and exceed regional channel revenue goals through proactive partner management and rigorous deal execution. 
• Work closely with sales, marketing, product, and customer success teams to ensure alignment across the partner lifecycle. 
• Manage partner sales cycles with rigor: weekly pipeline reviews, deal stage progression tracking, and quarterly performance assessments against revenue and activity KPIs
• Maintain deep understanding of regional market trends, competitive landscape, and partner capabilities to guide strategic decisions. 

Basic Qualifications:

• Experience in enterprise software channel sales or partner management, ideally in SaaS / cloud / ERP platforms.
• Experience building and scaling a channel ecosystem and consistently exceed revenue targets with a focus on the  public sector market.
• Deep knowledge of government procurement mechanisms. RFP/RFI processes, cooperative purchasing agreements, piggybacking provisions, competitive bid requirements, and sole-source justifications