1+ months

Client Partner Japan

Infor
Tokyo

About Infor

Infor delivers end-to-end ERP and strategic edge applications that are integrated and delivered in a multi-tenant cloud. We believe that customers need industry-specific solutions and that one size does not fit all. 

We are proud to serve more than 68,000 companies worldwide. Infor is a standalone subsidiary of Koch Industries, Inc., which has annual revenues of over $110 billion.

For more information visit www.infor.com


POSITION SUMMARY:

Responsible for achieving assigned services sales quotas and goals for customers located within a

defined geographic territory, vertical or account list. Prospects and develops business, responds to RFPs,

and develops proposals for presentation to customer, ensure services offers positioning. Coordinates

account resources with representatives from license, services delivery, PMO etc.

 

JOB RESPONSIBILITIES:

Prospecting

·Identify prospective clients and new-business opportunities through lead generation, cold calling, tradeshows, and by working closely with license sales team to in the assigned territory

·Support sales representatives on all opportunities for full sales lifecycle including coordination of RFP responses, oral presentations, contract negotiation for services elements and preparation of proposals/ work orders

·Articulate the value proposition focus on selling business outcomes, solutions sales approach and ensuring that these are technically sound, deliverable, competitive and representative of market leadership to address key business issues

·Drive consulting services opportunities and leveraging entire scope of company and external resources, including Alliances, Partners, and Industry Managers

 

Quota Carrying

·Responsible for the sale of Infor Services in the assigned territory, to achieve or exceed the services annual booking and revenue quotas

·Prioritize personal and team effort on opportunities to maximize signings and revenue

 

Sales Forecasting

·Forecast Responsibility (Monthly, Quarterly, Annually)

·Provide regular and accurate qualification, forecasting and analysis of opportunities using company specified methodology, and have a clear focus on closing deals

 

Delivery Forecasting

·Works closely with delivery/practice team to forecast resource requirements to ensure necessary resource capacity is in place

·Manages expectations with client on project timing based on consultation with delivery/practiceteam

 

Process Compliance

·Ensure approval processes are followed for all opportunities in a timely manner

·Prepare project proposals which include 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

 

Price Quotations:

·Ability and experience in delivery engagements to be able to draft services estimates in close consultation with the delivery practice team

·Understands implementation lifecycle for Packaged Software and able to articulate clearly the roles/responsibilities and expectations with client

 

Commercial Negotiation

·Negotiate sales terms within established policies and procedures and subject to review and approval by manager

·Work with sub-contractors to handle additional opportunities

 

EDUCATION & EXPERIENCE:

The successful candidate is preferred to have the following Education & Experience:

 

·Bachelor's degree in Business, IT or related field

·At least 3 years of experience in successfully meeting aggressive sales goals and achieving /exceeding quota targets

·Demonstrated understanding of enterprise software implementations

·Ability to establish and manage executive level customer relationships

·Knowledge of the procurement and approval processes within assigned territory

·Experience in estimating effort, scoping projects and change requests, and also producing and being responsible for the contracting of the services

·Experience with an SI or enterprise software company

·Excellent communication, presentation, organizational and planning skills

·Excellent closing skills

·Excellent interpersonal skills to work as a team member and customer liaison

·Professional appearance and presentation required

·MS-Office suite and various other software applications used as required

·Proven ability to manage a sales campaign and close deals alongside license campaigns or as a standalone services campaign

·Demonstrable ability to map out a close plan that incorporates all involved resources and contracts with a clear understanding of the customer sign off process and procedures


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    Posted: 2020-12-16 Expires: 2021-05-16

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    Client Partner Japan

    Infor
    Tokyo

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