Alliances Sales Director - Manufacturing

Company: Infor (us), Inc.
Location: Alpharetta
Posted on: January 15, 2020

Job Description:

Alliances Sales Director - Manufacturing Remote USA - Infor is fundamentally changing the way information is published and consumed in the enterprise, helping 70,000 customers in 194 countries improve operations, drive growth, and quickly adapt to changes in business demands. Infor offers deep industry-specific applications and suites, engineered for speed, and with an innovative user experience design that is simple, transparent, and elegant. Infor provides flexible deployment options that give customers a choice to run their businesses in the cloud, on-premises, or both. For additional information, visit - SUMMARY: - The Alliances Sales Director - Manufacturing is responsible for crafting, executing and optimizing the alliance partner strategy for the Discrete and/or Process Manufacturing line of business at Infor. They will work extremely closely with the North American Sales EVP/General Manager and multiple VP of Sales for this territory to ensure that our entire Alliances eco-system is leveraged to source, grow, accelerate and secure as much Infor software license revenue as possible. - Infor's micro-vertical specialization is a key differentiator in the market place and our solutions are designed with last-mile industry needs in mind. To be effective in this role, you must be extremely familiar with the trends, challenges, opportunities and strategic priorities for clients in the Aerospace & Defense, Automotive, Industrial Manufacturing, High Tech & Comms, Food & Beverage, Equipment Rental, and Distribution segments of the Discrete and Process Manufacturing sectors, respectively. - The ideal candidate will bring a combination of Sales, Marketing, Business Development, Consulting & Analytics skills that will allow them to craft and implement an alliance strategy that is designed to help the Infor direct sales team win. While experience in a similar role at a large enterprise software firm would be ideal, we have seen that the most successful Alliances professionals tend to have also spent several years at a Consulting and/or Systems Integration firms in the past. Since many of our most strategic partners are large Global Systems Integrators, understanding how to "Influence without Authority" - is critical to success in this role. - RESPONSIBILITIES: Candidate should be able to be a leading contributor individually, and as a member of the North American Alliances Team, be capable of providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Excellent written, verbal, and interpersonal communication skills are not only required, but are critical for success - In this role you will manage a defined list of Partners to achieve documented business plan objectives. You will focus on driving these Partners to: Drive Co-sell (influence and incremental) referral revenue Develop Partner skills across various Infor leading enterprise software solutions, such as ERP, EAM, WFM, Analytics, Integration, Financials, and Supply Demand Chain Planning Create Joint references from joint engagements with Infor's Consulting Services group (ICS) Build joint Go-to-Market campaigns, alignment and engagement models to drive incremental pipeline creation, based upon industry-specific, use-case driven joint GTM solutions Product adoption and Partner education and awareness of the Infor Value Models Gain Partner organization commitment by leveraging internal cross functional teams within Infor Develop strategies for penetration to new and existing market segments Productive relationships with Infor direct sales Account Executives and leadership as your first constituency Competencies in technologies including Microsoft Office including Excel spreadsheets, PowerPoint and Word as well as collaboration technologies like MS Teams, Skype, and WebEx - EDUCATION & EXPERIENCE: Bachelor degree or equivalent 50% Travel required Minimum 10+ years enterprise field sales experience, to include minimally 5+ years of significant alliances management experience - Experience with ERP providers and Systems Integration Consulting firms is preferred Strong sales/marketing skills including needs analysis, business justification, and closing methodologies Negotiating skills and ability to influence Must have ability to develop Executive relationships with partners and internal cross functional leaders Knowledge of Infor's field sales cycle and Partner Network, preferred - #LI-PS1 Infor does not discriminate in employment opportunities or practices on the basis of race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, marital status, age, veteran status, protected veterans, military service obligation, citizenship status, individuals with disabilities, or any other characteristic protected by law applicable to the state in which you work. If you have a disability under the Americans with Disabilities Act or similar law, and you wish to discuss potential accommodations related to applying for employment at our company, please contact Human Resources at 470-548-7173 and/or . Applicants to and employees of most United States private employers, state and local governments, educational institutions, employment agencies and labor organizations are protected under Federal law from discrimination. For additional information please see EEO is the Law poster, the EEO Supplemental as well as the Statement of Policy.

Keywords: Infor (us), Inc., Alpharetta , Alliances Sales Director - Manufacturing, Sales , Alpharetta, Georgia