Location: DACH region - home or office based
In line with Infor continuous growth strategy, we are looking for an experienced Services/Consulting Sales professional for the role of Senior Client Partner with focus on new customers. Senior Client Partner is responsible for sales of Infor service offering: consulting, implementation projects, development, customer training, managed services, etc. across the DACH region.
As a Senior Client Partner, you will be responsible for achieving assigned services sales quotas and goals for customers located in the DACH region. You will develop business, respond to RFPs, and develop proposals for presentation to customers, ensuring services offer positioning.
A primary focus of the role will be on identifying, qualifying and managing complex deals to successful closes (including solution design, delivery capabilities, risk assessment, etc.). You will be managing client relations with key decision makers: CxO Level (CFO, CIO, COO, CEO), IT department, purchasing department, business stakeholders to sell the services to Infor customers and prospects.
What’s in it for you?
At Infor, we are highly invested in the success of our people. We strive to make Infor a great company to do business with—and an awesome place to work. We recruit passionate people, cultivate an inclusive work environment, and encourage volunteerism in our communities.
Potential for personal growth - significant company growth targets in upcoming years. Excellent basis to develop the career and to drive the personal growth.
Support the transformation of Infor´s future operating model / delivery model
Access very strong incumbent customer base at Infor
Sell future technology standard - Cloud Technology
Make use of current market needs - Digitalization and Transformation.
A Typical Day in the Life Includes:
Prospecting
Identify prospective clients and new-business opportunities through lead generation, cold calling, trade-shows, and by working closely with license sales team to maximize Infor’s revenue in the assigned territory.
Support sales representatives on all opportunities for full sales lifecycle including coordination of RFP responses, oral presentations, contract negotiation for services elements and preparation of proposals / work orders.
Articulate the value proposition focus on selling business outcomes, solutions sales approach and ensuring that these are technically sound, deliverable, competitive and representative of market leadership to address key business issues.
Drive consulting services opportunities and leveraging entire scope of company and external resources, including Alliances, Partners, and Value Engineering.
Quota Carrying
Responsible for the sale of Infor Services in the assigned territory, to achieve or exceed the services annual booking and revenue quotas.
Prioritize personal and team effort on opportunities to maximize signings and revenue.
Forecasting
Forecast Responsibility (Monthly, Quarterly, Annually)
Provide regular and accurate qualification, forecasting and analysis of opportunities using company specified methodology, and have a clear focus on closing deals.
Process Compliance
Ensure approval processes are followed for all opportunities in a timely manner.
Prepare project proposals which include business requirements, technical requirements and appropriate solution stating the delivery times and schedules for the design, development and testing of the solution components in accordance with the Infor Delivery Methodology.
Commercial Negotiation
Negotiate sales terms within established policies and procedures and subject to review and approval by manager.
Work with sub-contractors to handle additional opportunities.
Basic Qualifications:
Experience in successfully meeting aggressive sales goals and achieving / exceeding quota targets
Demonstrated understanding of enterprise software implementations.
Experience establishing and managing executive level customer relationships.
Knowledge of the procurement and approval processes.
Experience in estimating effort, scoping projects and change requests, and also producing and being responsible for the contracting of the services.
Excellent communication, presentation, organizational and planning skills.
Professional appearance and presentation required.
Proven ability to manage a sales campaign and close deals alongside license campaigns or as a standalone services campaign.
Demonstrable ability to map out a close plan that incorporates all involved resources and contracts with a clear understanding of the customer sign off process and procedures.
Fluent in both German and English language is a must.
Preferred Qualifications:
Experience of working for a System Integrator or enterprise software company
Degree educated in Business, IT or related field.