Account Manager, Senior - MES

Infor; Polska; On-site; PLN 200,000 - 320,000; Full time

Job summary

Infor is seeking an experienced Senior Account Manager to drive growth in the MES/MOM space within a manufacturing audience. You will own MES pipeline, engage executives, and deliver ROI-driven value while shaping account plans and revenue growth in a matrix organization.

You will collaborate with sales, presales, services, and partners to close complex deals and expand relationships with leading manufacturers in a dynamic, global cloud software environment.

Qualifications

• Proven experience in successful enterprise software sales.
• Proven track record selling complex solutions to large organizations.
• Experience with selling manufacturing operations technology (MES/MOM) and value discussions.
• Demonstrated success in achieving and exceeding sales targets.
• Ability to navigate and build internal relationships in a matrix organization.

Responsibilities

• Own and grow a territory of strategic manufacturing accounts.
• Build and execute account plans for new and existing customers.
• Manage complex enterprise sales cycles from discovery to close.
• Engage senior stakeholders including COO, CIO, CFO, Manufacturing and Operations leaders.
• Develop business cases and ROI-driven value propositions.
• Drive opportunities using MEDDPICC and structured sales methodologies.
• Collaborate with presales, consulting, services, partners, and executive sponsors.
• Work closely with partners and other product sales in your territory to develop strong relationships and up-sell on the Infor customer base.

Skills

Executive Selling

Value-Based Selling

Strategic Account Planning

MEDDPICC Qualification

Business Case Development

Complex Negotiation

Stakeholder Management

Forecasting and Pipeline Management

Job description

Description

At Infor, we are looking for an experienced Senior Account Manager to drive growth across our Manufacturing Execution Systems (MES) business. This role is focused on developing and closing complex enterprise opportunities with leading manufacturers by engaging executives, building strategic relationships, and demonstrating measurable business value. The role includes ownership of MES pipeline development, executive engagement, value-based selling, strategic account planning, and revenue growth. This role is ideal for someone who embraces Koch's PBM principles, focuses on creating mutual benefit, and is passionate about delivering outstanding customer outcomes.

Department: Sales

Location: Wroclaw

A Typical Day In The Life Includes

• Own and grow a territory of strategic manufacturing accounts.
• Build and execute account plans for new and existing customers.
• Manage complex enterprise sales cycles from discovery to close.
• Engage senior stakeholders including COO, CIO, CFO, Manufacturing and Operations leaders.
• Develop business cases and ROI-driven value propositions.
• Drive opportunities using MEDDPICC and structured sales methodologies.
• Collaborate with presales, consulting, services, partners, and executive sponsors.
• Work closely with partners and other product sales in your territory to develop strong relationships and up-sell on exciting Infor customer base.

Basic Qualifications

• Proven experience of successful enterprise software sales.
• Proven track record selling complex solutions to large organizations.
• Experience with selling manufacturing operations technology (MES/MOM), and associated conversations about its value.
• Demonstrated success in achieving and exceeding sales targets.
• Understand how to navigate and build internal relationships in a matrix organization

Critical Skills

• Executive Selling
• Value-Based Selling
• Strategic Account Planning
• MEDDPICC Qualification
• Business Case Development
• Complex Negotiation
• Stakeholder Management
• Forecasting and Pipeline Management

You Will Thrive If You Are

• Comfortable engaging C-level executives.
• Curious about manufacturing and operational excellence.
• Skilled at navigating complex organizations.
• Driven, resilient, and commercially minded.
• Focused on customer outcomes rather than product features.

Why Join Us

• Sell a world leading MES/MOM product, into a rapidly growing market.
• Very competitive compensation.
• Partner with some of the world's most recognized manufacturers.
• Be part of a high-performing, collaborative sales organization.
• Help shape the future of Smart Manufacturing and Industry 4.0.

About Infor

Infor is where ambition meets impact. Join a global community of bold thinkers and innovators, where your expertise doesn't just solve problems. it shapes industries, unlocks opportunities, and creates real-world impact for billions of people. At Infor, you're not just building a career. you're helping to build what's next.

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.

For more information visit www.infor.com

Our Values

At Infor, we strive for an environment that is founded on a business philosophy called Principle Based Management™ (PBM™) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization.

We have a relentless commitment to a culture based on PBM™. Informed by the principles that allow a free and open society to flourish, PBM™ prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.

Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section.

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