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Partner Sales Manager

3 weeks ago

Dubai, United Arab Emirates Infor Full time

General information- Country
- United Arab Emirates
- City
- Dubai
- Job ID
- 42692
- Department
- Sales
- Description & Requirements- Infor is seeking a dynamic Partner Sales Manager (individual contributor) for ERP SaaS Solutions. This is a sales-driven role, focused exclusively on opportunity generation, qualification, and closure within the partner ecosystem. The primary responsibility is to own and drive ERP SaaS sales opportunities with strategic partners, ensuring alignment, accountability, and revenue achievement through collaborative yet hands-on management of the sales pipeline.

Key Responsibilities

Sales Opportunity Management:

- Fully own and drive sales opportunities in collaboration with partners, ensuring seamless progression through the sales cycle from initiation to closure.
- Manage a portfolio of multiple concurrent sales opportunities, working across various partners to achieve targets and maintain focus on high-potential deals.
- Collaborate closely with partners to maximize their engagement, leveraging their capabilities while maintaining control over opportunity direction and decision-making.

Pipeline Development and Qualification:

- Actively identify, qualify, and nurture new opportunities in the ERP SaaS market, ensuring alignment with Infor's strategic objectives and regional growth goals.
- Perform thorough qualification of each opportunity, assessing partners' capacity, potential customer needs, and likelihood of success.
- Develop strategies for lead generation, pipeline growth, and opportunity qualification, working closely with internal marketing and business development teams.

Collaborative Sales Execution:

- Engage directly with partners during the sales process to strategize, prioritize, and execute against shared goals, facilitating progress through clear communication and strong leadership.
- Conduct regular deal reviews and progress assessments with partners, addressing roadblocks and ensuring accountability across the sales process.
- Lead customer engagements alongside partners, presenting Infor’s ERP SaaS solutions effectively and differentiating offerings based on customer needs.

Accountability and Ownership:

- Take full accountability for assigned opportunities, ensuring that each one is diligently managed and that partner contributions are strategically optimized.
- Maintain direct control over opportunity milestones, ensuring critical actions are completed on schedule and that the partner is adequately supported without diluting the Partner Sales Manager’s ownership.
- Provide limited support for partner-generated opportunities, ensuring they align with Infor’s brand and standards, while focusing primarily on self-led opportunities.

Relationship Building and Collaboration:

- Build strong relationships with partners’ sales teams, executives, and key stakeholders, fostering a collaborative environment while remaining accountable for individual opportunity outcomes.
- Act as the primary point of contact for partners during the sales process, enabling consistent support while maintaining boundaries between sales management and partner enablement functions.
- Facilitate smooth communication between Infor’s internal teams and partner organizations, ensuring alignment on goals, product knowledge, and value proposition.

Market Intelligence and Competitive Awareness:

- Develop a deep understanding of the ERP SaaS market landscape, including competitive solutions, customer needs, and emerging trends, using this knowledge to strengthen sales positioning.
- Gather insights on competitors’ activities, partner dynamics, and customer challenges, sharing findings with relevant teams to refine product positioning and sales strategies.

Reporting and Metrics:

- Track and report on opportunity status, sales pipeline progress, and performance against sales targets, ensuring data accuracy and transparency.
- Prepare regular sales forecasts, win/loss analysis, and performance metrics to drive decision-making and strategic adjustments.
- Contribute insights on partner-led deals to facilitate management’s understanding of partner needs and identify opportunities for improvement.

Other Requirements:

- Language: Fluency in English is required; Arabic proficiency is a strong advantage.
- Methodology: Expertise in MEDDPICC or similar sales methodologies is preferred.
- Tools: Proficient in Salesforce and other CRM/sales tools.
- About Infor

Infor is a global leader in business cloud software products for companies in industry specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation.
- Our Values

At Infor, we strive for an environment that is founded on a business philosophy cal