Account Manager, Senior- AI/Manufacturing

Infor Inc.; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

Infor Inc. is seeking an Account Manager, Senior - AI/Manufacturing for US-Remote. You will translate business priorities into AI/automation roadmaps, lead strategic discovery, and build quantified ROI for executive buyers.

The role requires selling enterprise AI, navigating ERP and data integration, and collaborating with cross-functional teams to drive value across complex sales cycles. The position demands strong communication with CIOs and business leaders, deep AI knowledge, and the ability

Qualifications

• Experience selling enterprise technology to CIOs and business leaders.
• Experience with AI concepts, architecture, data, APIs, and security.
• Proven value-selling with ROI and economic impact.
• Familiarity with MEDDPICC-style qualification and stakeholder mapping.
• Ability to travel up to 50% and manage multi-threaded accounts.

Responsibilities

• Lead discovery with business and IT stakeholders to map use cases.
• Build AI Adoption Roadmaps with value, success metrics, and expansion path.
• Explain AI agents, GenAI, and process automation within Infor landscape.
• Assess data, APIs, identity, security, and ERP context for fit.
• Choose proof vehicles: prototype, demo or POC per risk.
• Collaborate with Solution Consulting and FDE for proof scope and handoff.
• Develop ROI models and quantify outcomes for executives.
• Drive action plans, CRM hygiene, and accurate pipeline forecasting.

Skills

Enterprise selling

Stakeholder management

AI concepts

LLMs & embeddings

AI architecture

Value selling

MEDDPICC

Executive communication

Travel willingness

Buying process knowledge

Education

Bachelor's degree

Certifications valued

Tools

CRM tools

GenAI tools

ERP systems

Job description

Account Manager, Senior- AI/Manufacturing

Department: Sales

Employment Type: Full Time

Location: US-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)