The (Senior) Account Manager is responsible for promoting and selling Infor products by nurturing and developing sales opportunities in the DACH region industrial manufacturing industries. The (Senior) Account Manager will be responsible for achieving both company and personal quotas. Responsibilities include developing marketing plans that provide leads, managing assigned accounts, and understanding customers’ business issues and design strategies.
A Typical Day in the Life Includes:
• Generate healthy pipeline through cold-calling according to MEDDPICC, reaching out to CXOs building long-term relationships based on value-selling into net new accounts.
• Collaborate with Demand Generation peers to prepare, launch and follow-up on campaigns such as industry events, webinars, global shared center initiatives etc.
• You will have a BDR assigned to you to help with prospecting on targeting accounts. Alignment and educational support is expected. This should drive 30-50% of your pipeline.
• Build yourself up as an industry expert to help generate marketing content.
• Build a network of advisory consultants to secure inbound leads.
• Lead complete sales cycles teaming up resources from Solution Consulting, Value Engineering, Consulting, Industry Strategy, Sales Leadership and many more. Sales cycles are around 9-12 months or longer.
• Your main focus areas will be Enterprise Resource Planning, Product Lifecycle Management and Supply Chain Planning. Potentially Warehouse Management and Manufacturing Execution Systems.
• Spearhead commercial and legal SaaS and Service contract negotiations in line with forecast accuracy and linearity.
• Build a continuous knowledge base of industry and account insights as well as market changes and potential business opportunities.
• 30-50% of your time might be dedicated to travel depending of the time of the year.
Basic Qualifications:
• Lead a best-in-class structured sales process leveraging all value adding capabilities across the international organization.
• 3-5 years of net new sales experience in machinery and equipment manufacturing, electronic & high tech manufacturing, defense, aviation, plastic products and other industrial manufacturing industries and understand their challenges to be able to do value selling.
• Detail oriented, making sure obtain the highest quality of deliverables from the deal team.
• Hands on mentality, self-motivated to set and achieve short term goals following a long-term vision.
• Team player, wanting to share knowledge to close GAPs within the broader team.
• Business understanding and analytical capabilities.
• Self-secure to do handle C-Level cold calls and talk to a senior audience.
• Business English and fluent (native speaker level) German to lead an international team of experts.
Preferred Qualifications:
• Bonus points for tech affinity being able to manage a set of prospecting tools like SFDC, Outreach, MAP, Clari and others. Infor is a data driven company.
• Established network with consulting/SI companies is a big plus.