Infor is a $3B enterprise software provider and strategic technology partner for more than 68,000 organizations worldwide. Infor is owned by Golden Gate Capital and Koch Equity Development. Our software is purpose-built for specific industries, providing complete suites designed for progress – for individuals, businesses, and across networks. We believe in the beauty of work, the importance of relationships, and the collective power of ideas to drive significant positive change.
Designed for Progress incorporates two powerful concepts:
- Design, which represents Infor’s commitment to designing with purpose and intent so our work reflects the changing behaviors and expectations of our users and how they view the world. Our goal is to empower both individual employees and organizations by putting users first, building beauty into everything we do, and redefining expectations for the way software looks, feels, and functions.
- Progress, which Infor defines as partnering with customers to drive significant positive change. We are proud of the role we play in helping organizations move forward with their own visions of progress, whether that means small steps that make every day a little easier or giant leaps that impact mankind.
From our deep investments in the future to our commitment to making customers successful every day, everything about Infor is designed for progress. Our Values Set Us Apart
Channel Development Manager – Poland and Northern Eastern Europe
Miejsce pracy: Wrocław
Position Summary
Drive Infor license and subscription revenue by working with Infor Channel Sales Manager and Infor channel partners to meet and exceed channel business goals and objectives
Three key areas of responsibility:
Business Management
- The role function of defining and executing an operating business plan (including enablement plan) to achieve the partner-driven license revenue objectives within a provided geography or vertical. This area focuses primarily on the operational elements of running the partner portfolio like a business with defined objectives, analysis and planning, and a regular reporting and accountability rhythm.
Partner Account Development & Enablement
- The role function of defining and executing a plan to maximize Infor’s mind-share, license revenue production, and customer success through a single partner account or practice. This area focuses primarily on building partner competency and capability by building account or practice knowledge and relationships, driving strategic alignment between Infor and the partner account or practice, and driving tactical execution alignment within the partner account or practice.
Partner Revenue Management
- The role function of coaching effective sales and marketing planning and execution with a partner to meet Infor license revenue goals. This area focuses primarily on coaching partners to effective marketing and lead generation, sales opportunity management, territory planning, pipeline management and forecasting, as well as assisting in the prosecution of key license opportunities.
- This role shall report directly to the RVP Channel EMEA Eastern Europe, covering Northern East Europe, mostly Poland, Ukraine Baltics,
- The role shall major around “Manufacturing” solutions of Infor including ERP, SCM, and the ‘Extended Solutions’ which include PLM, CRM, EAM, PM, BI, and HCM cross sell.
- Duties shall include Business Planning, Forecasting, Business Development with Management of existing Channel Partners.
- Assist Channel Sales Manager and Channel Partner
- Help Channel Partners set business objectives and develop sales plans to expand the presence of Infor in the local market, including lead generation initiatives
- Support and coach Channel Partners in their major sale cycles including meetings with customers and prospects
- Get Channel Partners to achieve their license sales quota.
- Get Channel Partners to execute on the enablement plan that you would have built.
- Develop business opportunities with local system integrators and influencers
- Represent Infor in Eastern Europe including Influencers, Market Analysts, Press, etc.
- The role is sales driven and shall carry a license quota, a preferred individual will have a proven track record in Sales, Management experience and also the ability to work autonomously.
Key Responsibilities
- Act as business developer with our existing partners with regard to their current business with Infor
- Assist and support local Channel Sales Managers in their tasks
- Forecasting and planning
- Represent Infor in Eastern regions where Infor is absent, increase our visibility on the marketplace
- Represent the region’s partners at Infor
- Promote new business engagements with new potential partner and local influencers
- Assist local partners finding new business opportunities with local prospects
- Work with Infor central Finance, Sales Admin and Legal departments to manage the sales fulfillment in accordance with Revenue Recognition rules
Key Requirements/Experience
- Proven experience in channel management and enablement
- Experience in direct field sales
- Good understanding of Enterprise Software
- Comfortable working in a Multinational Software Company and its internal processes
- Track record of solid and consistent revenue achievement through channel partners
- Track record of selling complex solutions to large prospects directly or through Channel partners
- Demonstrated experience in working alone in the field
- Native spoken in Polish and second language from Eastern (Russian, Czech… ) is appreciated
- Fluent English
Infor employees have:
- A sense of urgency - Conduct your work with intensity and speed. Huddle fast. Make fact-based decisions. Use good judgment. Keeping the initiatives moving. Repeat.
- A passion for customer success – Be responsive. Follow through on promises. Reject mediocrity. Be obsessive about doing better. Be accessible and communicate proactively. Be selfless. Work as One Infor.
- A thirst for innovation – Be curious. Be a change agent. Some ideas will prove out, and other will not. Fail fast. Iterate. Stay ahead of technology.
- A focus on results - Never ignore results and facts. Learn and adjust. Focus on quality in all that you do. Do more of what works; less of what is not working. Invest your time in value creation. Act like an owner with an adaptive, entrepreneurial spirit.
- A sense of community - Show compassion and caring for others. Be socially responsible. Be inclusive.