Location: DACH region - home or office based
As part of Infor's continued growth strategy, we are seeking an accomplished services sales executive to join our team as a Principal Client Partner. This role represents the highest individual contributor level within Services Sales and is responsible for driving strategic business outcomes through the sale of Infor's full services portfolio, including consulting, implementation, managed services, cloud transformation, optimization services, and strategic advisory engagements.
The Principal Client Partner owns the most complex and strategically important opportunities across Central Europe. Working in close partnership with License Sales, Delivery Leadership, Industry Teams, Executive Stakeholders, and Alliance Partners, this individual shapes large-scale transformation programs, develops executive-level customer relationships, and drives multi-million-dollar services engagements from opportunity identification through successful contract execution.
The Principal Client Partner serves as a trusted advisor to customers and an internal mentor to Client Partner and Senior Client Partner teams, helping elevate sales excellence and deal strategy across the organization.
What’s in it for you?
At Infor, we are highly invested in the success of our people. We strive to make Infor a great company to do business with—and an awesome place to work. We recruit passionate people, cultivate an inclusive work environment, and encourage volunteerism in our communities.
- Potential for personal growth - significant company growth targets in upcoming years. Excellent basis to develop the career and to drive the personal growth.
- Support the transformation of Infor´s future operating model / delivery model
- Access very strong incumbent customer base at Infor
- Sell future technology standard - Cloud Technology
- Make use of current market needs - Digitalization and Transformation.
Strategic Business Development
- Identify, shape, and drive large-scale transformation opportunities within strategic customers and prospects.
- Develop executive relationships with C-suite stakeholders, boards, and senior business leaders.
- Influence customer transformation roadmaps and position Infor Services as a strategic business enabler.
- Collaborate with License Sales leadership to maximize total contract value across complex enterprise opportunities.
Complex Deal Leadership
- Lead the pursuit strategy for the largest and most complex services engagements across the region.
- Own end-to-end services strategy for enterprise-wide and multi-country transformation programs.
- Design innovative commercial structures and phased transformation approaches.
- Facilitate executive governance reviews, risk assessments, and investment justification discussions.
- Navigate sophisticated procurement and legal negotiations through contract completion.
Portfolio and Regional Ownership
- Own a portfolio of strategic accounts and enterprise opportunities.
- Drive regional services growth aligned with annual and multi-year business objectives.
- Develop account expansion strategies focused on long-term customer value and recurring services revenue.
- Identify market trends and emerging opportunities to influence go-to-market priorities.
Executive Collaboration
- Partner with Services Leadership, Industry Strategy Teams, Value Engineering, Product Management, and Customer Success leaders.
- Act as executive sponsor on strategic opportunities and key customer initiatives.
- Represent Infor at executive briefings, customer advisory boards, industry events, and transformation workshops.
Leadership and Mentorship
- Coach and mentor Client Partners and Senior Client Partners on opportunity strategy, deal structuring, negotiation, and executive engagement.
- Support regional sales planning and pipeline development activities.
- Share best practices for complex opportunity management and strategic account growth.
Forecasting and Business Planning
- Maintain executive-level visibility into strategic opportunities.
- Deliver accurate forecasting and pipeline management for high-value engagements.
- Contribute to annual operating plans and long-term growth strategies.
Key Responsibilities:
- Achieve or exceed assigned strategic services bookings and revenue objectives.
- Lead the largest and highest-value services sales opportunities across Central Europe.
- Develop and execute growth strategies for strategic enterprise accounts.
- Create customer-specific transformation visions that align business goals with Infor capabilities.
- Drive executive alignment across customer organizations and internal stakeholders.
- Structure and negotiate complex commercial agreements, including managed services and multi-year transformation programs.
- Ensure governance, risk management, profitability, and delivery readiness are appropriately addressed throughout the sales cycle.
- Influence regional strategy and contribute to organizational growth and sales excellence initiatives.
- Act as a trusted advisor to customers and internal leadership teams
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Demonstrated record of successfully closing large, complex enterprise services engagements.
- Proven ability to drive multi-stakeholder sales cycles involving executive, operational, technical, legal, and procurement teams.
- Deep understanding of enterprise software transformation programs and implementation methodologies.
- Strong executive presence with experience engaging CIOs, CFOs, COOs, CEOs, and board-level stakeholders.
- Expertise in commercial negotiations, contract structuring, risk assessment, and business case development.
- Experience leading virtual pursuit teams across multiple functions and geographies.
- Ability to develop strategic account plans and long-term customer growth strategies.
- Strong financial acumen with experience evaluating program profitability, investment value, and commercial risk.
- Excellent communication, presentation, and influencing skills.
- Fluent in both German and English language is a must.
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Experience leading services sales for enterprise ERP, Cloud, Digital Transformation, or Industry Solutions portfolios.
- Experience managing multi-million-euro enterprise transformation opportunities.
- Experience operating within global software organizations or major system integrators.
- Degree in Business, Information Technology, Engineering, or equivalent.
- Executive leadership, consulting, or strategic advisory experience.
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.
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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