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Full job description
Description
The Senior Account Manager will manage and grow Infor’s Trade Promotion Management (TPM) customer base, with a primary focus on existing strategic accounts, driving customer retention, expansion, and transition to CloudSuite solutions.
This role sits at the centre of a critical transformation phase, supporting customers migrating from legacy Azure environments to Infor CloudSuite, while building pipeline for future TPM growth.
You will act as a trusted advisor to key customers, while also contributing to new business growth through both account extension opportunities and net-new TPM deals.
A Typical Day in the Life Includes:
Customer Ownership & Growth
- Manage a portfolio of existing TPM customers, owning relationships and account strategy
- Lead customer transition from legacy environments to CloudSuite
- Identify extension and upsell opportunities within the current customer base
- Ensure high levels of customer engagement throughout transformation cycles
Revenue Generation & Pipeline
- Achieve targets across Services and SaaS revenue streams
- Build pipeline across both:
- Existing customer base (extension TPM opportunities)
- Net-new TPM opportunities
- Balance focus between account growth and new business development (~50/50)
- Support consistent deal flow including high-frequency services opportunities
Sales Execution
- Manage complex, hybrid sales cycles:
- Services opportunities: smaller value, high frequency (£150k–£300k range equivalent)
- TPM SaaS deals: mid-market ACV, typically $120k–$400k+
- Drive deals from early-stage engagement through to close
- Lead commercial negotiations and contract execution
Cross-Functional Collaboration
- Work closely with Industry BDRs, AEs, Pre-Sales, and Services (GPS) teams
- Support on RFPs for net new TPM customers
- Coordinate internal stakeholders to align on account strategy and deal execution
- Potential to evolve role towards a stronger TPM software sales focus depending on team structure
Customer & Market Positioning
- Develop strong understanding of TPM and CPG/F&B industry challenges
- Position Infor solutions as part of broader digital transformation strategies
- Build credibility quickly within an established customer base
Daily Operations
- Managing relationships across a portfolio of TPM customers
- Driving migration and transformation conversations with existing clients
- Progressing multiple services-led opportunities and TPM deals simultaneously
- Partnering with Industry BDRs, AEs, Pre-Sales on net new opportunities
- Building pipeline for future TPM opportunities while maintaining existing revenue streams
Basic Qualifications:
- Enterprise software sales or account management experience
- Proven ability to manage and grow existing customer accounts
- Experience handling multiple concurrent sales cycles
- Background in complex, consultative, value-led sales environments
Industry / Domain Experience
- Preferred: Experience in Food & Beverage (F&B) / CPG industries
- Understanding of / experience in Revenue Growth Management (RGM) in F&B / CPG would be an advantage
- Alternatively: Strong industry background with interest in transitioning into technology / SaaS
Sales & Commercial Skills
- Strong account management and relationship-building capability
- Experience managing hybrid sales models (services + SaaS)
- Ability to navigate long and short sales cycles simultaneously
- Strong commercial and negotiation skills
Collaboration
- Experience working in matrixed environments with internal stakeholders
- Ability to influence without direct authority across teams
- Strong communication and stakeholder alignment skills
Key Success Metrics
- Services and SaaS revenue attainment
- Pipeline creation (existing TPM clients + net new TPM opportunities)
- Customer retention and expansion within TPM accounts
- Successful transition of customers to CloudSuite
- Contribution to overall team targets
Sales Environment
- Approx. 50% focus on existing customer base (relationships in place)
- Mix of:
- TPM client extension opportunities (shorter cycles, 3–9 months)
- Net-new TPM deals (longer cycles, 12–18 months)
- Expected contribution to TPM deal volume (~9 deals annually across team)
Working Model & Travel
- Flexible UK-based role (location not restrictive)
- Regular travel to London (monthly)
- International travel to customer sites (Europe & US)
- Hybrid working with access to Upflex London office
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
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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