[Remote] Partner Account Manager, Principal
Note: The job is a remote job and is open to candidates in USA. Infor is a global leader in business cloud software products for industry-specific markets, and they are seeking a Partner Account Manager to develop and scale strategic partner relationships. The role involves managing partner strategies, driving revenue growth, and ensuring effective collaboration between partners and Infor's field teams.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 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
- 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
Company Overview
Company H1B Sponsorship