Account Manager, Senior - MES

Infor Inc.; Wrocław; On-site; PLN 180,000 - 240,000; Full time

Job summary

Infor in Wroclaw is seeking an experienced Senior Account Manager to drive growth in the Manufacturing Execution Systems (MES) business. You will own strategic accounts, develop value-based selling motions, and close complex enterprise opportunities with leading manufacturers.

The role emphasizes executive engagement, MEDDPICC qualification, and revenue growth, with collaboration across presales, services, and partners to deliver measurable business value.

Qualifications

• Proven experience of successful enterprise software sales.
• Proven track record selling complex solutions to large organizations.
• Experience with selling MES/MOM and related value conversations.
• 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 exciting 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

Account Manager, Senior - MES

Department: Sales

Employment Type: Full Time

Location: Wroclaw

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.

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.

Preferred Qualifications:

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.