Channel Account Manager, Senior

General information

Country United States City Remote Location Job ID 48596 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 [region/industry]. The ideal candidate has a strong background in enterprise software, proven experience building partner ecosystems, and a track record of driving indirect revenue through Value Added Resellers (VARs), System Integrators (SIs), and Managed Service Providers (MSPs). This individual will be 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: 

• Identify, recruit, and onboard new channel partners aligned with Infor’s industry and solution focus. Lead enablement initiatives to accelerate time-to-revenue. 
• 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. 
• Monitor partner performance against KPIs; conduct regular QBRs and implement corrective actions where needed. 
• 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 working within or with healthcare industry.
• Experience building and scale a channel ecosystem and consistently exceed revenue targets. 
• Experience of indirect sales motions, partner incentive models, and deal registration processes. 
• Presentation and negotiation experience, with a history of engaging with and influencing senior stakeholders (internal and external). 
• Travel up to 50%. 

Preferred Qualifications: 

• Experience in industries such as manufacturing, distribution, healthcare, or public sector, that align with Infor GTM strategy. 
• Expe