GLOBAL PARTNER ALLIANCE DIRECTOR
REMOTE, USA
ABOUT INFOR …
Infor builds beautiful business applications with last mile functionality and scientific insights for select industries delivered as a cloud service. With over 15,000 employees and customers in more than 200 countries and territories, Infor builds software that automates critical processes for industries including healthcare, manufacturing, fashion, wholesale distribution, hospitality, retail, and public sector. Headquartered in New York City, Infor is home to one of the largest creative agencies in Manhattan, Hook & Loop, focused solely on user experience design. Infor applications deliver a user experience that is fun and engaging while helping eliminate the need for customization through embedded deep industry domain. Infor deploys its applications primarily on the Amazon Web Services cloud and open source platforms. To learn more about Infor, please visit www.infor.com.
The Infor Alliances organization works with System Integrators to create, develop and close incremental pipeline with the Infor field sales organization. The team focuses on developing go to market initiatives with these Partners and delivering sales, implementation and support education resulting in exceptional customer satisfaction.
SUMMARY:
The Global Partner Alliance Director will define and execute Infor applications partnering strategies for assigned Global Systems Integrators (SI’s). They are responsible for managing the alliance and goaled on direct sales revenue sourced and influenced by their Alliance partners. They lead partner development with comprehensive enablement, investment, marketing and sales plans that help the partner create a material Infor practice.
RESPONSIBILITIES:
• Develop and execute on alliance strategies consistent with Infor’s Sales strategy and performance objectives including:
o Leverage, cultivation, and enhancement of current partner ecosystem
o Development of new and unique alliances that advance the business objectives of the industry sector and add value to the customer base
• Build partner-leveraged pipeline:
o Educate Partners on appropriate Infor value proposition for their business, preparing them to identify and position potential Infor projects
o Design and execute new business development initiatives with Partners, including solutions development, joint value propositions, sales tools, special sales incentives, joint service offerings, and more
o Design and secure funding for Infor/Partner marketing campaigns
• Drive partner-influenced sales:
o Implement programmatic approaches to building Partner/Infor field-level relationships
o Secure Partners’ advocacy for Infor on deals (transactions, projects) such that the probability of a successful sale is improved, impediments to a Infor sale are removed, deal size is increased, and Infor’s overall cost of sales is reduced
o Increase Infor sales coverage by adding new partner channels
• Promote partner-driven client success:
o Design, promote, and execute Partner (technical) training programs
o Promote joint execution of projects with Infor Consulting
o Pre-empt and/or address red account issues related to Partners’ execution of Infor projects
• Recruit and manage industry-specific Alliances (contracts, infrastructure, executive relationships, etc.)
• Execute other special projects as needed
DESIRED SKILLS & EXPERIENCE:
• Master’s Degree in Business Administration, Computer Science, Information Systems Technology or commensurate degree preferred
• 3-5 Years of experience working with or for Global Systems Integrators preferred
• 4-8 years of work experience selling solutions, programs or services to Fortune 2000 companies directly / indirectly.
• Proven experience working with Partners and establishing new relationships that create net new business
• Relationship Management, ability to build consensus and to work through others in achieving desired results and objectives with demonstrated autonomy to work in highly complex, matrix environments with multiple stakeholders and high degree of ambiguity.
• Demonstrated track record of significant accomplishment in an Individual contributor or leadership role including successful development and management accounts/ programs/ projects in complex matrixed organizations with numerous constituents.
• Strong business acumen and capable of developing and managing strategic plans with partners and sales.
• Excellent organizational and time management skills.
• Ability to present results and strategy to teams while considering variety of knowledge levels within audience
• Ability to effectively communicate daily performance by producing all necessary reports in an effective, timely and tailored manner
• Excellent writing, analytical and project management skills
• Excellent communication skills, strong listening and questioning skills
• Ability to effectively manage relationships, promptly responds to queries, ensure promises are kept and manage expectations
Equal Opportunity Employer. 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.
In compliance with the OADA, 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.
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