Your Responsibilities Include
61 Responsible for the Services sales in the assigned territory, to achieve or exceed the services booking and revenue quotas
61 Responsible for SOW, along with supporting materials
61 Responsible for prospecting in the assigned territory to achieve a qualified pipeline of 3X the annual revenue quota
61 Respond to tenders and prepare proposals/work orders in conjunction with Consulting Directors and license sales team. Setting and managing customer expectations. Articulate the value proposition; focus on selling business outcomes, solutions sales approach and ensuring that propositions are technically sound, deliverable, competitive and representative of market leadership to address key business issues
61 Lead project proposals with support from bid team which include the business requirements, technical requirements and appropriate solution stating the delivery times and schedules for the design, development and testing of the solution components in accordance with the Infor Delivery Methodology
61 Ensure approval processes are followed for all opportunities in a timely manner
61 Works closely with the license sales team to identify prospective territory qualified opportunities through lead generation, cold calling, trade-shows, etc.
61 Responsible for coordinating closely with Infor counterparts in license sales to maximize Infor’s revenue capture from customers in the assigned territory
61 Drive consulting services opportunities and leveraging entire scope of company and external resources, including Alliances, Partners, and Value Engineering
61 Provide regular and accurate qualification, forecasting and analysis of opportunities using company specified methodology, and have a clear focus on closing deals
61 Continuously pursue relationships with client industries and identify new opportunities for sales penetration
61 Prioritize personal and team effort on opportunities to maximize signings and revenue

Knowledge and Skills, You Bring to the Organization
61 University degree in relevant discipline
61 Demonstrated understanding of software implementations
61 Demonstrated history of selling complex solutions
61 Experience within an SI or enterprise software company
61 Demonstrated success in exceeding quota targets
61 Ability to establish and manage executive level customer relationships
61 Ability to handle multiple complex sales cycles simultaneously
61 Ability to work and communicate effectively in a matrix-management environment with extended team members
61 Knowledge of the procurement and approval processes within assigned territory
61 Excellent communication, presentation, organizational and planning skills
61 Strong negotiation and closing skills
61 Excellent interpersonal skills to work as a team member and customer liaison