Channel Account Manager, Senior (Manufacturing)

Infor Inc.; Atlanta, Dallas (GA, TX); Hybrid; USD 110,000 - 170,000; Full time

Job summary

Infor is seeking a Senior Channel Account Manager to drive indirect sales by building and scaling a partner ecosystem of VARs, SIs, and MSPs across the US market.

You will onboard partners, develop joint business plans, and collaborate with cross-functional teams to accelerate revenue and ensure partner success. Remote work is supported with frequent travel to partner sites and customers.

Qualifications

• Experience in enterprise software channel sales or partner management, ideally SaaS/cloud/ERP.
• Experience building and scaling a channel ecosystem and consistently exceeding revenue targets.
• Experience with indirect sales motions, partner incentive models, and deal registration processes.
• Strong presentation and negotiation skills, with ability to influence senior stakeholders.
• Legal authorization to work permanently in the United States for any employer without visa sponsorship.

Responsibilities

• Identify and onboard new channel partners aligned with Infor's industry and solution focus; lead enablement initiatives to accelerate revenue.
• Collaborate with partners to develop joint business plans, sales strategies, and pipeline development tactics.
• Own and exceed regional channel revenue goals through proactive partner management and rigorous deal execution.
• Coordinate with sales, marketing, product, and customer success teams across the partner lifecycle; monitor KPIs and conduct QBRs.
• Maintain understanding of regional market trends, competitive landscape, and partner capabilities to guide strategy.

Skills

Channel sales

Partner management

Indirect sales

Deal registration

Negotiation

Stakeholder engagement

Travel flexibility

Tools

Salesforce

Partner management platforms

Job description

Channel Account Manager, Senior (Manufacturing)

Department: Sales

Employment Type: Full Time

Location: US-Remote

Description

The Senior Channel Account Manager is a strategic role responsible for developing and accelerating Infor's indirect sales motion through high-performing partners in the [region/industry]. The ideal candidate has a strong background in enterprise software, proven experience building partner ecosystems, and a track record of driving indirect revenue through Value Added Resellers (VARs), System Integrators (SIs), and Managed Service Providers (MSPs).

This individual will be a business consultant and trusted advisor to partners, aligning them with Infor's strategic goals and empowering them to deliver exceptional value to shared customers.

A Typical Day in the Life Includes:

• Identify and onboard new channel partners aligned with Infor's industry and solution focus. Lead enablement initiatives to accelerate time-to-revenue.
• Collaborate with partners to develop joint business plans, sales strategies, and pipeline development tactics to drive predictable and scalable growth.
• Own and exceed regional channel revenue goals through proactive partner management and rigorous deal execution.
• Work closely with sales, marketing, product, and customer success teams to ensure alignment across the partner lifecycle. Monitor partner performance against KPIs; conduct regular QBRs and implement corrective actions where needed.
• Maintain deep understanding of regional market trends, competitive landscape, and partner capabilities to guide strategic

Basic Qualifications:

• Experience in enterprise software channel sales or partner management, ideally in SaaS / cloud / ERP platforms.
• Experience building and scale a channel ecosystem and consistently exceed revenue targets.
• Experience of indirect sales motions, partner incentive models, and deal registration processes.
• Presentation and negotiation experience, with a history of engaging with and influencing senior stakeholders (internal and external).
• 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 in industries such as manufacturing, distribution, healthcare, or public sector, that align with Infor GTM strategy.
• Experience with CRM tools (Salesforce preferred) and partner management platforms.

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