ALLIANCES DIRECTOR
Enterprise Asset Management
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 www.infor.com.
SUMMARY:
The Alliances Director builds long term, strategic relationships with named and vertical business alliance partners that drive Infor license revenue.
Facilitates the development of strategic marketing and business plans for all assigned partners to meet or exceed agreed upon goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual influence revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues. Ensure that alliance partners are trained on all solutions they will deliver consulting services around.
RESPONSIBILITIES:
Candidate should be able to be a leading contributor individually and as a team member, 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.
Manage a defined list of partners to achieve documented business plan objectives. Manage partner for:
• Co-sell (influence) revenue
• Partner skills development
• Joint references
• Go-to-market campaigns, alignment and engagement
• Product adoption
• Gain organization commitment by leveraging matrixed organization
• Strategies for penetration to market segments
• Productive relationships with Infor direct sales AE’s and leadership
• Competencies in technologies including Microsoft Office including Excel spreadsheets, PowerPoint and Word and Salesforce.
EDUCATION & EXPERIENCE:
• Bachelor degree or equivalent
• Travel required
• Minimum 6 years field sales experience, to include 3 years alliances experience
• 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
• Knowledge of Infor’s field sales cycle and partner program, preferred
Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. In compliance with the ADA Amendments Act ADAAA), should you have a disability and would like to request an accommodation in order to apply for a currently open position with Infor, please call (678) 319-8000 or email us at ADAAA@infor.com.
