Industry Field Executive, Principal

General information- Country
- Singapore
- City
- Singapore
- Department
- Sales
- Job ID
- 39130
- Description & RequirementsThe Field Industry Principal is the bridge between the market, sales and solutions within a designated geography. The role is dedicated to achieving specific pipeline and revenue goals within defined strategic accounts. The Industry Principal builds and maintains strong relationships with buyers and influencers at new and existing customers and positions value to generate quality pipeline for sales.

A Day in The Life Typically Includes:

- Support industry development, revenue growth and pipeline health for the industry at a regional level by engaging with Marketing, Business Development, Sales Ops and Sales to review and improve pipeline health and revenue growth.
- Personally deliver industry point of view, thought leadership and sales plays within the assigned geography to drive engagement with C-levels at prospects and influencers to inform on the industry, Infor, Infor solutions and position the value that they can deliver.
- Cultivate and lead early stage pipeline by breaking into new and dormant accounts to open up business opportunities and act as a trusted advisor early in the sales cycle. Gather feedback to provide input to Infor Industry Strategists on major opportunities for the Roadmap Funnel intake process.
- Support strategic account planning and engagement for designated accounts including involvement in prospect request for information (RFI) and request for proposal (RFP).
- Focus on driving industry field execution of Sales Plays to help differentiate Infor and drive the go-to-maket plan for the region while ensuring awareness of marketing activities and collaborating with the field team on account specific strategies.. As industry principal you will responsible for tailoring the global strategic industry plans to the needs of the region. Work closely with the Enablement team and Industry Strategists on enablement of field team utilizing standard global collaterals and adding knowledge on the local nuances.
- Be the voice of the field and customer to develop and improve demand generation and sales efforts. Measure and/or track leading indicators of success for demand generation (size and timing of pipeline) and sales execution.
- Industry Subject Matter Expert (SME) for your industry, working closely Business Architects, Value Engineers and Sales Executives increase their knowledge of the industry, improve ability to position value to the customer and drive increased demand generation and bookings. Build team knowledge and expertise to increase pipeline generation, increase bookings and improve win rates.
- Coach the field team on the industry. Share and develop knowledge and expertise across the team to become more effective, grow the business and deliver customer success.
- Key Performance Metrics
- Pipeline growth: Total # of opportunities and their total value (build pipeline) for assigned accounts in the industry to ensure sufficient pipeline and a good pipeline shape to support growth.
- Subscription bookings growth: Total # of wins and their total value for assigned accounts.
- Improved win rates: over the line of business average in assigned accounts.
- Short cycles: reduce sales cycle time versus industry/geography average for assigned accounts.

What You Will Need:
Required skills:

- Strong analytical skills with a commercial aptitude and understanding of or experience in a marketing or business development role.
- Exceptional communication skills - written and presentation.
- Good business level English - written and verbal.
- Ability to create and deliver compelling content, presentations and business cases to senior business leaders and influencers.

What Will Put You Ahead?

Preferred Qualifications:

- About Infor

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.
- 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. Increasing diversity is important to reflect our markets, customers, partners, and communities we serve in now and in the future.

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 supp