Account Manager, Senior

The Senior Net New Account Manager is responsible for identifying, developing, and closing new business opportunities by converting prospects into firsttime customers. This role focusing on Mid-Market Industrial Manufacturing is centered on proactive pipeline creation in partnership with BDRs and Marketing, and on driving new customer acquisition to achieve quota. Success requires a strong hunter mindset, disciplined sales execution, and the ability to build compelling value for prospects in the manufacturing industry.

A Day in the Life Typically Includes:

• Proactively develop a healthy pipeline of net new opportunities through close collaboration with your BDR, participation in targeted marketing programs, and selfsourced prospecting efforts.
• Engage new prospects to understand their strategic objectives, uncover business challenges, and position the value of Infor solutions.
• Clearly articulate the Infor value proposition, competitive differentiation, and ROI to new potential customers across all levels of their organization.
• Consistently generate new pipeline and achieve or exceed annual quota targets tied to net new logo acquisition.
• Challenge prospects with insightdriven conversations based on industry expertise and cost/benefit analysis.
• Build and execute territory, account, and penetration strategies focused specifically on new customer growth.
• Maintain organized communication, followup, and documentation processes for all prospecting and sales activities.
• Lead pricing, commercial discussions, and contract negotiations to close new business.

Basic Qualifications:

• Experience selling technology business solutions.
• Experience selling ERP or cloudbased solutions.
• Manufacturing industry experience: process and/or discrete.
• Experience developing executivelevel relationships within prospect organizations.
• Experience delivering presentations to stakeholders at all organizational levels.
• Experience managing multiple sales cycles.
• Experience collaborating with extended team members (e.g., BDRs, Marketing, Solution Consultants) to drive new pipeline and revenue.
• Experience working in a quotacarrying, net new business hunting role.
• Ability to travel up to 50%.

Preferred Qualifications:

• Experience working crossfunctionally in a matrixed environment.
• Experience partnering with SI (Systems Integrator) organizations.