Head of Ecosystem Sales - Central & South Europe (m/f/d)

Head of Ecosystem Sales - Central & South Europe (m/f/d)

Department: Alliances

Employment Type: Full Time

Location: Rueil-Malmaison

Description

Job location: France, Germany, Austria - home- or office-based.

The Ecosystem Lead, Central & South Europe, is accountable for the execution of Infor's ecosystem strategy, including recruitment, onboarding, development and management of Infor's strategic partners who influence, sell, deliver and build-with Infor solutions.

The role requires an experienced leader with a player-coach mindset who will develop and manage a team of partner account managers across the Central & South Europe. You will work cross-functionally with sales, marketing, product marketing, professional services, and enablement teams with the objective of accelerating growth and delivering successful customer outcomes through the Infor partner ecosystem.

A Typical Day in the Life Includes:

• Lead a direct team of partner account managers and business development managers to expand and activate business models with existing partners
• Lead the identification, recruit and onboarding motion for new strategic partners, including commercial agreements
• Develop and execute annual growth plans, including recruitment of new partners
• Lead joint business planning and governance, driving revenue target and KPI alignment between the ecosystem and direct sales teams
• In conjunction with sales, lead pipeline development and deliver forecast accuracy
• Ensure partners are fully enabled, including achievement of sales authorizations and technical certifications
• Lead regular business reviews with partners and Infor stakeholders to review progress and activate growth opportunities.

Basic Qualifications:

• Experience leading a team of partner managers in enterprise SaaS/cloud-based solutions
• Experience working in a role with Ecosystem Partners, relevant industry (including micro verticals) and software/products in a business development/lead generation role
• Experience establishing and nurturing strategic partner relationships, including leading development and negotiations of commercial agreements
• Experience building and scaling partner ecosystems in a SaaS or enterprise tech environment
• Experience collaborating and building cross-functional support for partners with sales, marketing and enablement teams. Experience assisting with onboarding of new partners
• Experience with executive communication including delivering presentations.
• Fluent German (native speaker level) and English
• Travel requirements: 60%

Preferred Qualifications:

• Saas / Cloud / ERP sales experience, with a focus on indirect GTM models

Alliance - Partner - Channel