Infor

This role will represent an Account management and business development role. A number of existing Pathway customers will be assigned to this role, where your role will be the main liaison for these accounts while continuing to grow the license footprint of Pathway. The Business Development aspect of this role will be to drive the Go To Market Strategy for Pathway IBU in the ANZ region.

As part of this, the successful candidate will require demonstratable skills in the development and ongoing refinement of a sales GTM strategy, be able to develop leads within the industry for both new accounts as well as existing accounts, manage the complex nature of opportunities, engage with multiple departments across Infor that support the selling cycle including Marketing, Solution Consulting, Delivery/Services, Cloud/SaaS teams, business partners and Support, and brief the Pathway General Manager and Senior Infor Executives on market and opportunity progress. Accurate forecasting of opportunities is imperative, as is the maintenance of the global CRM in order to provide the relevant details in a timely manner to the Infor Executive team. The successful candidate will also be able to describe their sales cycle management methodology, prioritization/management of multiple accounts/opportunities and also be comfortable working in a virtual team environment at times.

Key Responsibilities

• Become a key influential person for the Local Government industries within Infor Pacific
• Participate in the development and ongoing refinement of the Strategic Direction of Pathway, including the go-to-market strategy specific to Pathway for Local Government markets
• Ability to lead a selling cycle and engage with the prospective customer in a positive manner with proactive account management that can predict and mitigate against potential objections
• Develop Account Plans against Key Accounts and Opportunities
• Strong and clear communication skills in order to articulate a specific sales strategy to the supporting sales team, and oversee the execution of the sales engagement
• Ability to perform standard sales administrative tasks including forecasting, plan to win, close plans, progress updates and territory/account heat mapping
• Achieve quarterly and annual key performance indicators
• Commercial and Contractual negotiation

Key Requirements / Experience

• Experience within Local Government markets for more than 5 years
• 10+ years of application software sales experience in the ERP space
• Demonstrable senior sales experience with evidential attainment over the last 3 years
• Experience in SaaS software sales is highly preferred
• Must be completely fluent in English (written and oral)
• Energetic and enthusiastic approach, self-motivated and able to work and make decisions independently
• Bachelor's Degree preferred, relevant work experience will be considered