Channel Account Manager, Senior/Partner Sales Manager

Department: Sales

Employment Type: Full Time

Location: Remote

Description

A Typical Day in the Life Includes:

• Fully own and drive sales opportunities in collaboration with partners, ensuring seamless progression through the sales cycle from initiation to closure.
• Manage a portfolio of multiple concurrent sales opportunities, working across various partners to achieve targets and maintain focus on high-potential deals.
• Collaborate closely with partners to maximize their engagement, leveraging their capabilities while maintaining control over opportunity direction and decision-making.

• Actively identify, qualify, and nurture new opportunities in the ERP SaaS market, ensuring alignment with Infor's strategic objectives and regional growth goals.
• Perform thorough qualification of each opportunity, assessing partners' capacity, potential customer needs, and likelihood of success.
• Develop strategies for lead generation, pipeline growth, and opportunity qualification, working closely with internal marketing and business development teams.

• Engage directly with partners during the sales process to strategize, prioritize, and execute against shared goals, facilitating progress through clear communication and strong leadership.
• Conduct regular deal reviews and progress assessments with partners, addressing roadblocks and ensuring accountability across the sales process.
• Lead customer engagements alongside partners, presenting Infor’s ERP SaaS solutions effectively and differentiating offerings based on customer needs.

• Take full accountability for assigned opportunities, ensuring that each one is diligently managed and that partner contributions are strategically optimized.
• Maintain direct control over opportunity milestones, ensuring critical actions are completed on schedule and that the partner is adequately supported without diluting the Partner Sales Manager’s ownership.
• Provide limited support for partner-generated opportunities, ensuring they align with Infor’s brand and standards, while focusing primarily on self-led opportunities.

• Build strong relationships with partners’ sales teams, executives, and key stakeholders, fostering a collaborative environment while remaining accountable for individual opportunity outcomes.
• Act as the primary point of contact for partners during the sales process, enabling consistent support while maintaining boundaries between sales management and partner enablement functions.
• Facilitate smooth communication between Infor’s internal teams and partner organizations, ensuring alignment on goals, product knowledge, and value proposition.

• Develop a deep understanding of the ERP SaaS market landscape, including competitive solutions, customer needs, and emerging trends, using this knowledge to strengthen sales positioning.
• Gather insights on competitors’ activities, partner dynamics, and customer challenges, sharing findings with relevant teams to refine product positioning and sales strategies.

• Track and report on opportunity stat