Account Manager, Senior- AI/Manufacturing

Infor Inc.; Émirats arabes unis; À distance; AED 441 000 - 661 000; Plein temps

Résumé du poste

Infor Inc. is seeking a Senior Account Manager for AI/Manufacturing to translate business priorities into actionable AI/automation roadmaps.

This remote, US-based role partners with Sales, Solution Consulting, FDE, and product teams to build credible ROI cases and guide adoption across the Infor Velocity Suite and enterprise integrations. You will lead discovery, scope proofs, present ROI, and drive multi-threaded account plans in a complex sales cycle, including up to 50% travel.

Qualifications

• Experience selling enterprise technology to CIOs and business leaders.
• Experience with MEDDPICC-style qualification and stakeholder mapping.
• Willingness to travel up to 50% to support customers.

Responsabilités

• Lead outcome-led discovery with business and IT stakeholders, mapping pain points to AI use cases.
• Develop AI adoption roadmaps with defined value, success metrics, and path to expansion.
• Explain AI agents, GenAI, process automation, and ERP integration within the customer landscape.
• Assess data, APIs, identity, security, and governance for technical fit and risk.
• Select proofs of value (prototype, demo, or POC) based on buying risk and complexity.
• Collaborate with Solution Consulting and engineering teams to scope proofs and handoffs.
• Translate capabilities into quantified business value and ROI for executives.
• Maintain pipeline hygiene, forecast accuracy, and alignment with commercial strategy.

Connaissances

Enterprise sales

CIO/stakeholder engagement

AI concepts

MEDDPICC

Executive storytelling

Negotiation

Formation

Bachelor's degree or equivalent

Description du poste

Account Manager, Senior- AI/Manufacturing

Department: Sales

Employment Type: Full Time

Location: Remote

Description

The Technology & Innovation Specialist is a technical seller who helps customers translate business priorities into an executable AI and automation roadmap, prove the right use cases, and build a quantified case for change. The role combines credible technical discovery with value-based selling across Infor Velocity Suite, Augmented Intelligence, and agentic AI.

The specialist works with industry sellers, solution consultants, forward deployed engineering (FDE), product teams, and customer business and IT leaders. Success requires earning technical credibility without losing the business conversation.

A Typical Day in the Life Includes:

• Lead outcome-led discovery with business and IT stakeholders; connect pain points, process friction, data readiness, and architecture constraints to prioritized use cases.
• Build and present AI Adoption Roadmaps that identify the first use case, expected value, success measures, dependencies, and path to expansion.
• Explain how AI agents, GenAI, process intelligence, automation, and enterprise integration work together within the customer’s Infor landscape.
• Assess technical fit across data, APIs, identity, security, governance, environments, ERP process context, and human-in-the-loop controls; identify risks early.
• Select the right proof vehicle based on buying risk and deal complexity: prototype, reusable demo, tailored demo, or customer-specific POC.
• Partner with Solution Consulting and FDE to define proof scope, technical prerequisites, deployment brief, success criteria, and a clean sell-to-deliver handoff.
• Develop value hypotheses and ROI models; translate technical capabilities into measurable operational and economic outcomes for executive buyers.
• Drive mutual action plans, commercial alignment, negotiation, CRM hygiene, pipeline progression, and accurate forecasting across complex sales cycles.

Basic Qualifications:

• Experience selling enterprise technology while leading credible conversations with CIO, data, security, architecture, and business stakeholders.
• Experience with modern AI concepts, including LLMs, grounding/RAG, embeddings, prompt and context design, agent orchestration, evaluation, hallucination risk, guardrails, and responsible AI.
• Experience with AI architecture: data access and quality, APIs and integration, identity and access, privacy, security, auditability and model choices.
• Experience qualifying AI tools including AI agents, GenAI, AI/ML, Process Mining, RPA, IDP, Value+ automation, and integration with ERP workflows.
• Experience distinguishing a use-case idea from a technically viable solution and to identify product overlap, ERP fit, data requirements, implementation complexity, and proof readiness.
• Value-selling experience: quantify current-state cost, define measurable outcomes, build an economic case, align to executive priorities, and defend value through negotiation.
• Experience with enterprise buying processes, MEDDPICC-style qualification, stakeholder mapping, mutual action plans, and multi-threaded account strategy.
• Executive communication, technical storytelling, facilitation, written communication, and objection handling experience.
• Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship now or in the future.
• Ability to travel up to 50%.

Preferred Qualifications:

• Experience selling or solutioning enterprise cloud, AI, automation, data, integration, or ERP technologies.
• Experience with manufacturing or distribution processes and the business systems that support them.
• Experience partnering with solution consultants, architects, product teams, and delivery organizations through proof and deployment planning.
• Experience working in a quota-driven role.
• Bachelor’s degree or equivalent practical experience; relevant cloud, AI, data, integration, or security certifications are valued.

Location: US Remote (Atlanta, GA; Dallas, TX)