The Senior Account Manager will be responsible for value-selling the Infor CPQ (Configure/Price/Quote) solutions to existing Infor accounts and hunting for net-new business. The Senior Account Manager shall identify and qualify sales opportunities and execute intelligent pursuit plans. This role is a product specific role where the Senior Account Manager will serve as an overlay for a mix of different industries.
A Typical Day in the Life Includes:
Articulate the value proposition of Infor CPQ solutions, highlighting competitive advantages to clients and prospects.
Assist Industry Account Managers with knowledge of CPQ.
Educate the Industry team on market trends and solutions.
Develop strategies for account targeting and planning.
Collaborate and coordinate closely with account executives, pre-sales, development, professional services, lead generation, partners and support on deal strategy and deal execution.
Use tools like Salesforce, Outreach, Consensus, and Clari Mutual Action Plans/MAPs & Forecasting for opportunity management.
Work with clients to understand their business objectives and tailor solutions. Coordinate with consultants and partners for discoveries and demos.
Deliver needs-focused presentations to executive leadership.
Develop value propositions with ROI analyses.
Execute customer account strategies and maintain communication and follow-up procedures.
Negotiate pricing and contractual agreements to close sales.
Manage your sales pipeline and achieve quarterly quotas.
Basic Qualifications:
Experience selling CPQ (Configure/Price/Quote) solutions to enterprise organizations.
Experience selling into Manufacturing, Automotive, Aerospace, Distribution industries.
Experience establishing and managing executive level customer relationships.
Experience managing multiple sales cycles simultaneously.
Experience developing business relationships with extended team members to drive sales.
Experience achieving or exceeding assigned quotas.
Willingness to Travel up to 50%.
Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship now or in the future.
Preferred Qualifications:
Bachelor’s Degree.
Experience selling in an overlay sales model.
Experience utilizing MEDDPICC sales methodology.
Experience with Salesforce, Outreach, Consensus, and Clari Mutual Action Plans/MAPs & Clari Forecasting.