Account Manager, Senior

Description

Ownership & Accountability

• A Typical Day in the Life Includes:
• 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.

Basic Qualifications

• 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.

Preferred Qualifications

• 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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