Infor is the third largest provider of enterprise applications and services, 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, using ground-breaking technology that delivers a rich user experience, and 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.
JOB POSITION: (Senior) Account Manager
JOB LOCATION: REMOTE USA
Birst is the clear leader in Cloud Business Intelligence (BI) and Analytics for the Enterprise, and both Forrester and Gartner agree. Birst’s Networked BI platform redefines the way BI is delivered and consumed, eliminating analytical silos to dramatically improve the speed, alignment and economics of BI across the enterprise. Built on top of Birst’s next-generation, multi-tenant cloud architecture, Networked BI enables centralized and decentralized BI applications to be transparently connected via a shared analytical data fabric, uniquely delivering both local execution and global governance.
Today, Birst serves thousands of organizations across the globe by making trusted enterprise business data a part of everyday operational decision making. Learn more at www.birst.com and join the conversation @BirstBI.
About the Role
Birst is seeking a Regional Sales Director to drive strategic sales initiatives into enterprise accounts with $250M revenue and up. Responsibilities include qualifying, selling and closing new business into prospects and installed accounts.
Duties and Responsibilities:
• Sell value and ROI of Birst Business Intelligence Software into business decision makers
• Meet and exceed direct sales goals within assigned geographic territory.
• Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care.
• Develop in depth knowledge of our product, business intelligence & analytic concepts, and our competitor’s products
• Effectively position and sell Birst to clients through initial phone conversations, face-to-face meetings, and product demonstrations
• Manage and drive multiple concurrent sales cycles effectively
• Qualify and forecast deals accurately
• Build & maintain strong client relationships to pave the way for additional future sales
• Manage and upsell existing clients
• Work effectively within a team environment to maximize revenue potential and ensure customer success.
• Effectively advise and influence customers through challenger selling techniques.
• Research the customer environment to create effective business impact models, build business cases, ROI & TCO models.
Required Skills and Experience:
• 10+ years overall sales experience
• 5+ years of experience selling SaaS or premise-based application software solutions to C-Level. Strong preference on BI, Analytics, Database and Big Data software experience.
• Consistent over-quota performance and high W2 income track record of above OTE achievement
• Stability – Proven history of being a top performer in a company for multiple years running
• A self-starter who can effectively work within a strong team culture while being independent in managing his/her business.
• Highest level of professional courtesy, mutual respect, and ethics
• Interaction with senior executives across multiple industries
• Strong C-level/board level communication & presentation skills
• Strategic, solution and challenger sales capabilities that support selling to the C-Level
• Ability to work in a fast pace, open, collaborative, passionate and driven environment.
• Ability to manage multiple priorities effectively, network internally to get things done and be accountable for his/her decisions.
• Negotiate effectively based on value and time to close.
Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, marital status, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, military service obligation or veteran status, protected veterans, individuals with disabilities or any other characteristic protected by law applicable to the state in which you work.
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.
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