Account Manager, Senior

Infor is seeking a dynamic and results-driven Enterprise Account Manager (individual contributor) to drive the adoption of Infor ERP solutions and innovations, including AI technology, Robotic Process Automation (RPA), Data Analytics, and Process Automation, within the United Arab Emirates and Saudi Arabian market. This role is pivotal to our SaaS business strategy, focusing on delivering measurable business value to customers while working cross-functionally within Infor's organization and leveraging partner ecosystems when needed.

The Enterprise Account Manager will own the entire sales process, from pipeline generation to deal closure, ensuring strict adherence to Infor methodologies and tools, including MEDDPICC and Salesforce.

Ownership & Accountability:

• Lead the full sales cycle for Infor ERP and SaaS solutions.
• Take responsibility for pipeline development, forecasting, and deal progression using Salesforce and MEDDPICC methodologies.
• Drive accountability for achieving and exceeding revenue targets.

Customer Engagement:

• Build strong relationships with key stakeholders, including executives in family conglomerates and large enterprises within the UAE and KSA.
• Effectively articulate the business value of Infor solutions, aligning them with customer challenges and goals.
• Conduct high-impact customer presentations and facilitate solution workshops.

Cross-functional Collaboration - Work closely with internal teams, including:

• Solutions Consulting: Collaborate to tailor demonstrations and proof-of-concept activities.
• Solution Delivery: Align expectations for seamless implementations.
• Marketing: Develop and execute account-specific campaigns.
• BDRs (Business Development Representatives): Ensure consistent lead generation and qualification.

Partner Ecosystem Management:

• Engage with and leverage channel partners for extended reach in accounts, ensuring alignment with Infor's go-to-market strategy.
• Maintain ownership of the sales process, even when partners are involved.

SaaS Sales Excellence:

• Focus exclusively on selling SaaS solutions, driving subscriptions and renewals.
• Stay updated on cloud and SaaS trends, incorporating them into customer conversations.

Methodology & Tools Compliance:

• Adhere to Infor's structured sales methodologies, including MEDDPICC, for effective opportunity qualification and progression.
• Utilize Salesforce and other tools for pipeline management and reporting with high accuracy and diligence.

• Experience in SaaS sales is mandatory; exposure to ERP; as well as understanding of AI, RPA, Data Analytics, or Process Automation would highly desirable.
• Familiarity with working with family conglomerates in the Saudi Arabian market is an advantage.
• Technical Knowledge: Understanding of ERP ecosystems, cloud technologies, and business process automation.
• Ability to grasp complex solutions and translate technical capabilities into business benefits.
• Methodology: Expertise in MEDDPICC or similar sales methodologies is preferred.

Key Competencies:

• Customer Focus: Exceptional ability to understand customer needs and drive conversations that emphasize business value.
• Collaboration: Skilled in working cross-functionally and fostering partnerships with both internal teams and external partners.
• Accountability: Strong ownership mindset, ensuring consistent follow-through and delivery.
• Communication: Excellent presentation, negotiation, and interpersonal skills.
• Adaptability: Ability to navigate complex sales cycles within culturally diverse environments, particularly in the Saudi Arabian market.

• Language: Fluency in English is required; Arabic proficiency is a strong advantage.
• Travel: Willingness to travel extensively within Saudi Arabia for client and partner meetings.
• Tools: Proficient in Salesforce and other CRM/sales tools.

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