Channels & Alliances Director

Description

The Partner Account Manager (PAM) is responsible for developing, activating, and scaling Infor’s strategic partner relationships to drive joint revenue growth and successful customer outcomes.

This role focuses on partner alignment, joint planning, and execution across the full partner lifecycle, working closely with Infor Sales, Solution Consulting, Marketing, Enablement, and Delivery teams. PAMs are aligned to managed partners, including resellers, source & co-sell partners, and hyperscaler alliances, and are accountable for turning strategy into measurable results.

A Typical Day in the Life Includes:

1. Partner Strategy & Relationship Management

Own and manage strategic partner relationships within the assigned portfolio

Develop and execute joint business plans aligned to regional and industry growth priorities

Lead regular business reviews (QBRs) covering performance, pipeline, enablement, and execution

Act as the primary escalation point for partner-related topics and alignment

2. Revenue & Growth Execution

Drive partner-influenced, sourced, co-sell, and resell ACV growth

Collaborate with Field Sales and ecosystem roles to align partners to opportunities and pursuits

Ensure partner engagement is accurately reflected in opportunity execution and forecasting

Support disciplined pipeline management and deal progression through partners

3. Field & Ecosystem Collaboration

Serve as the primary interface between partners and Infor field teams

Enable effective account mapping, opportunity alignment, and pursuit coordination

Orchestrate cross-functional support (Sales, Solution Consulting, Product, Marketing, Enablement, AWS) to maximize partner impact

Support complex partner-led opportunities through structured engagement and governance

4. Enablement, Readiness & Execution Quality

Ensure partners are enabled and ready across Infor solutions, industry positioning, and go-to-market motions

Drive adoption of industry-specific assets, value messaging, and solution differentiation

Monitor and improve customer and partner outcomes, including delivery quality and project sentiment

Work with internal teams to support partner capability development and execution excellence

5. Operational Discipline & Governance

Execute within Infor’s partner program framework and engagement model

Maintain accurate partner plans, engagement data, and pipeline visibility in Salesforce / PRM tools

Support consistent execution of governance, reporting, and performance tracking

Provide feedback and insights on partner performance, risks, and opportunities

Success Metrics & KPIs

Partner-driven ACV bookings (across resell, source, and co-sell motions)

Quality and execution of joint business plans

Pipeline growth, conversion rates, and deal progression with partners

Customer outcomes and project sentiment scores

Partner engagement, enablement adoption, and execution quality

Basic Qualifications:

8+ years of experience in partner management, ecosystem sales, channel, or alliance roles

Proven success managing strategic partners in enterprise or mid-market software environments

Strong understanding of SaaS / Cloud enterprise go-to-market models

Experience working cross-functionally in a matrixed organization

Strong commercial, communication, and stakeholder management skills

Experience using CRM / PRM platforms to manage partners and pipeline

Preferred Qualifications:

Experience with industry-focused enterprise software or ERP solutions

Exposure to cloud, hyperscaler, or marketplace-led sales motions

International or multi-country partner management experience

Experience working with partners across multiple sales motions and delivery models

About Infor

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

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.

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