Sales Practitioner- Infor

Solution Sales Executive This role is a leadership sales role in the Application and Data group of Wipro. This is for driving sales across the Infor ERP eco-system at our clients. As an Infor ERP Sales Director, you will embark on a fast-paced career path that will allow you to utilize your experience, your connects, business and sales process knowledge. You will become the trusted advisor to some of the leading organization to help define ERP centric solution approach for their transformation programs – allowing you to drive opportunities, sales for yourself and Wipro while keeping your career ahead of the curve Responsibilities include: The Infor ERP Sales leader lead the sales and practice SME teams, ensuring effective sales strategies are in place to achieve revenue and profitability objectives for the company. He/She will achieve new and existing business sales targets by maximizing sales effectiveness while driving sales performance Oversee all aspects of the direct sales to drive sales growth for Infor ERP across selected industry sectors Focus on key accounts jointly with account sales teams and create growth plans to penetrate with our core offerings Be able to create use cases for client industry and situation Drive team to build end to end solution / consulting services sales initiatives (including pipeline generation and closing Work closely with the wider Infor sales and alliances eco-system, with the support of a dedicated Solution Consultant team, to deliver territory planning, account planning, forecasting, using business development techniques and field-based sales activities to ensure success in generating revenue opportunities for the delivery team and effective management and closure of sales opportunities. Arranging and conducting initial Executive and CxO discussions and positioning meetings; close collaboration with solution consultant counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing Infor ERP platform capabilities. Ability to conduct L1 discussions on ERP led transformations. Prospect qualification, development and execution of new sales opportunities and ongoing revenue streams by tailoring the Infor ERP value proposition to prospects based on in-depth research of specific business conditions and drivers. Articulate customer success strategies (and losses) to the field in order to streamline and standardize Infor ERP solution presentations and value proposition. Coach and mentor sales SMEs from practice - Keep the SMEs team motivated and excited,  Team and foster a success-oriented and accountable environment. Closely monitor market growth patterns and competition growth and report on opportunities, obstacles, challenges and red flags that may hinder Infor ERP from capturing key customer accounts Ability to handle account mining by ongoing account management to ensure customer satisfaction and drive additional revenue streams. Building Thought leadership and POVs Understand and leverage Company’s wide eco system to help with customer transformation. Ability to wear multiple hats and act as a Subject Matter Expert during C level meetings. In order to be successful in this role, the ideal person will have: 7+ years of proven track record of over-achievement in sales of ERP – Infor or SAP 15+ years of sound ERP (like Infor, SAO etc.) experience with other consulting services across Manufacturing, Industrial, Distributions, CPG and other similar industries Aptitude to understand the challenges a prospect is facing and translate those to business outcomes Infor ERP can deliver, and to communicate the value Demonstrable track record of achieving and exceeding sales targets with interest in new business sales focus and key levers Commercially astute, experience in developing business case and ROI together with customer’s personnel. Ability to articulate the value of solutions to prospects and customers and to leverage this to drive maximum revenue opportunity Ability to build strong relationships at all levels of both prospect /customer organizations including the C level and internally across the business Lead strategy and coordination of (RFI) / request for proposal (RFP) documents when approved by the organization The Infor ERP Sales leader lead the sales and practice SME teams, ensuring effective sales strategies are in place to achieve revenue and profitability objectives for the company. He/She will achieve new and existing business sales targets by maximizing sales effectiveness while driving sales performance Oversee all aspects of the direct sales to drive sales growth for Infor ERP across selected industry sectors Focus on key accounts jointly with account sales teams and create growth plans to penetrate with our core offerings Be able to create use cases for client industry and situation 7+ years of proven track record of over-achievement in sales of ERP – Infor or SAP 15+ years of sound ERP (like Infor, SAO etc.) experience with other consulting services across Manufacturing, Industrial, Distributions, CPG and other similar industries Aptitude to understand the challenges a prospect is facing and translate those to business outcomes Infor ERP can deliver, and to communicate the value Demonstrable track record of achieving and exceeding sales targets with interest in new business sales focus and key levers