Channel Account Manager, Senior (Manufacturing)
Posted
Description
The Senior Channel Account Manager is a strategic role responsible for developing and accelerating Infor’s indirect sales motion through high-performing partners in the [region/industry]. The ideal candidate has a strong background in enterprise software, proven experience building partner ecosystems, and a track record of driving indirect revenue through Value Added Resellers (VARs), System Integrators (SIs), and Managed Service Providers (MSPs).
This individual will be a business consultant and trusted advisor to partners, aligning them with Infor’s strategic goals and empowering them to deliver exceptional value to shared customers.
- Identify and onboard new channel partners aligned with Infor’s industry and solution focus. Lead enablement initiatives to accelerate time-to-revenue.
- Collaborate with partners to develop joint business plans, sales strategies, and pipeline development tactics to drive predictable and scalable growth.
- Own and exceed regional channel revenue goals through proactive partner management and rigorous deal execution.
- Work closely with sales, marketing, product, and customer success teams to ensure alignment across the partner lifecycle. Monitor partner performance against KPIs; conduct regular QBRs and implement corrective actions where needed.
- Maintain deep understanding of regional market trends, competitive landscape, and partner capabilities to guide strategic
- Experience in enterprise software channel sales or partner management, ideally in SaaS / cloud / ERP platforms.
- Experience building and scale a channel ecosystem and consistently exceed revenue targets.
- Experience of indirect sales motions, partner incentive models, and deal registration processes.
- Presentation and negotiation experience, with a history of engaging with and influencing senior stakeholders (internal and external).
- Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship now or in the future.
- Ability to travel up to 50%.
- Experience in industries such as manufacturing, distribution, healthcare, or public sector, that align with Infor GTM strategy.
- Experience with CRM tools (Salesforce preferred) and partner management platforms.
Location: US Remote (Atlanta, GA; Dallas, TX)