Account Manager- AI/Manufacturing

Infor; United States; On-site; USD 150,000 - 210,000; Full time

Job summary

Infor is seeking a Technology & Innovation Specialist to translate business priorities into an executable AI and automation roadmap. You will drive value across Velocity Suite and GenAI, engaging CIOs and IT leaders to shape pragmatic, measurable outcomes.

You will lead discovery, build adoption roadmaps, and collaborate with Solution Consulting to ensure successful proof, deployment planning, and executive buy-in. Travel up to 50% is expected.

Qualifications

• Selling complex enterprise technology to CIOs and executives.
• Strong knowledge of MEDDPICC qualification and deals.
• Ability to translate business priorities into AI/automation roadmaps.
• Travel up to 50%.

Responsibilities

• Lead outcome-led discovery with business and IT stakeholders.
• Build AI adoption roadmaps with quantified value.
• Explain how AI agents, GenAI, and automation fit within the customer landscape.
• Assess data, APIs, identity, security, governance and architecture fit early.
• Develop value hypotheses and ROI models for executive buyers.
• Drive mutual action plans, commercial alignment, and forecasting across complex sales cycles.

Skills

Enterprise AI sales

MEDDPICC

Executive communication

Stakeholder management

Solution selling

Education

Bachelor's degree or equivalent

Tools

CRM (Salesforce)

Job description

Department

Sales

Location

US-Remote

US Remote (Atlanta, GA; Dallas, TX)

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.

• Velocity Suite: AI agents, Generative AI, Process Mining, RPA, Intelligent Document Processing, and Value+ automation
• AI adoption motion: roadmap discovery, prioritized use cases, tiered proof, decision plan, contracting, and transition to continuous delivery
• Customer outcomes: measurable productivity, cycle-time, margin, working-capital, service, and risk improvements

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

• Demonstrated ability to sell complex enterprise technology while leading credible conversations with CIO, data, security, architecture, and business stakeholders.
• Working knowledge of modern AI concepts, including LLMs, grounding/RAG, embeddings, prompt and context design, agent orchestration, evaluation, hallucination risk, guardrails, and responsible AI.
• Understanding of enterprise AI architecture: data access and quality, APIs and integration, identity and access, privacy, security, auditability, model choice, observability, and human approval patterns.
• Ability to explain and qualify the Velocity Suite stack across AI agents, GenAI, AI/ML, Process Mining, RPA, IDP, Value+ automation, and integration with Infor ERP workflows.
• Ability to distinguish 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 discipline: quantify current-state cost, define measurable outcomes, build an economic case, align to executive priorities, and defend value through negotiation.
• Command of 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.
• 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.
• Demonstrated success carrying and achieving a $2M+ annual quota.
• Bachelor’s degree or equivalent practical experience; relevant cloud, AI, data, integration, or security certifications are valued.

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.

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, disability, 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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