Note: The job is a remote job and is open to candidates in USA. Infor is a global leader in business cloud software products for industry-specific markets, seeking a Senior Account Manager to manage and grow their Trade Promotion Management (TPM) customer base. The role focuses on customer retention, driving transitions to CloudSuite solutions, and contributing to new business growth through account extensions and new TPM deals.
Responsibilities
- Manage a portfolio of existing TPM customers, owning relationships and account strategy
- Lead customer transition from legacy environments to CloudSuite
- Identify extension and upsell opportunities within the current customer base
- Ensure high levels of customer engagement throughout transformation cycles
- Achieve targets across Services and SaaS revenue streams
- Build pipeline across both: Existing customer base (extension TPM opportunities) and Net-new TPM opportunities
- Balance focus between account growth and new business development (~50/50)
- Support consistent deal flow including high-frequency services opportunities
- Manage complex, hybrid sales cycles: Services opportunities: smaller value, high frequency (£150k–£300k range equivalent) and TPM SaaS deals: mid-market ACV, typically $120k–$400k+
- Drive deals from early-stage engagement through to close
- Lead commercial negotiations and contract execution
- Work closely with Industry BDRs, AEs, Pre-Sales, and Services (GPS) teams
- Support on RFPs for net new TPM customers
- Coordinate internal stakeholders to align on account strategy and deal execution
- Potential to evolve role towards a stronger TPM software sales focus depending on team structure
- Develop strong understanding of TPM and CPG/F&B industry challenges
- Position Infor solutions as part of broader digital transformation strategies
- Build credibility quickly within an established customer base
- Managing relationships across a portfolio of TPM customers
- Driving migration and transformation conversations with existing clients
- Progressing multiple services-led opportunities and TPM deals simultaneously
- Partnering with Industry BDRs, AEs, Pre-Sales on net new opportunities
- Building pipeline for future TPM opportunities while maintaining existing revenue streams
Skills
- Enterprise software sales or account management experience
- Proven ability to manage and grow existing customer accounts
- Experience handling multiple concurrent sales cycles
- Background in complex, consultative, value-led sales environments
- Strong account management and relationship-building capability
- Experience managing hybrid sales models (services + SaaS)
- Ability to navigate long and short sales cycles simultaneously
- Strong commercial and negotiation skills
- Experience working in matrixed environments with internal stakeholders
- Ability to influence without direct authority across teams
- Strong communication and stakeholder alignment skills
- Experience in Food & Beverage (F&B) / CPG industries
- Understanding of / experience in Revenue Growth Management (RGM) in F&B / CPG would be an advantage
- Strong industry background with interest in transitioning into technology / SaaS
Company Overview
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