Job Description
Head of Ecosystem Sales - Central & South Europe (m/f/d)
Department: Alliances
Employment Type: Full Time
Location: Remote
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
