Compass IBU is an Infor business unit, created in the second half of 2021, as an all-inclusive team of 2,000+ employees covering Product Development and Innovation, Customer Experience and Support, Global Professional Services and Sales & Marketing. The focus of the Compass team is on 32,000+ customers who are using Infor software on legacy platforms. Compass moves at the customer’s pace supporting the solutions they have trusted for years.
In line with Infor continuous growth strategy, we are looking for an experienced Services Sales /Deal Management professional for the role of Director Client Partner. Director Client Partner is a global role, responsible for sales of Compass IBU service offering: consulting, implementation projects, development, customer training, managed services. The role is reporting to the Global Head of Service Sales Compass IBU.
A primary focus of the role will be on shaping and managing complex deals (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. Internally you will work closely with different Infor departments such as: Delivery, License Sales, Pre-sales, Legal and Senior Leadership.
Your Responsibilities Include:- Being CEO of your “own” Sales Pipeline – short decision process within the organization to accelerate the growth for the focus industries and products.
- Drive Business Outcomes for the clients and for Infor.
- Build up and maintain a long-term relationship with the customers through the positioning of Infor as a solution provider and understanding of the customer business requirements.
- Engage with the license new business teams to propose and present cost-effective services solutions in line with the license opportunity and which supports the bid strategy.
- Develop an account strategy for the assigned customers and territory to identify and develop opportunities by analyzing customers business requirements especially as it relates to how Infor’s services can unlock that business value.
- Develop and execute a Sales Strategy to drive the identified opportunities to closure so that individual targets are met or exceeded.
- Develop and execute marketing campaigns to drive pipeline and revenue generation.
- Acts as the “director” and “motivator” of the Sales Team e.g. Legal, Pre-Sales, Delivery Management and other disciplines which are assigned to a certain opportunity.
- Ensure that an effective and winning proposal is being put forward, in an efficient and cost -effective manner.
- Develop the Services Work Order in close cooperation with the entire bid team
- Develop the bid calculation and ensure the profitability of your deals
- Comply with all company processes and tools used to record and track opportunities and orders and report progress.
- Manage opportunities for new business and installed base in line with Infor’s standard documentation and procedures.
Knowledge and Skills, you bring to the organization:- 10+ years of successful services /IT consulting sales experience.
- Proven ability to close deals.
- Experience and understanding of ERP systems.
- Demonstrated history of selling complex solutions.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.
- Confidence and ability to interface professionally with a wide spectrum of customers including C-level executives
- Know-how of Cloud solutions.
- Ability to manage forecast / pipeline and reflect a true position with date driven deadlines.
- Ability to work autonomously or as part of a team to achieve services sales targets.
- Strong negotiation and closing skills.
- Excellent interpersonal skills to work as a team member and customer liaison.
- Fluent in English language is a must
The job location is remote: Europe or US (Dallas, TX; St. Paul, MN; and Alpharetta, GA)