Partner Manager, Senior

General information

Country Japan City Remote Location Job ID 48111 Department Alliances Experience Level MID_SENIOR_LEVEL Employment Status FULL_TIME Workplace Type Hybrid

Description & Requirements

Role Summary

The Partner Account Manager (PAM) is responsible for developing, activating, and scaling Infor’s strategic partner relationships to drive joint revenue growth and successful customer outcomes.

This role focuses on partner alignment, joint planning, and execution across the full partner lifecycle, working closely with Infor Sales, Solution Consulting, Marketing, Enablement, and Delivery teams. PAMs are aligned to managed partners, including resellers, source & co-sell partners, and hyperscaler alliances, and are accountable for turning strategy into measurable results.

The PAM plays a critical role in ensuring partners are enabled, engaged, and positioned to deliver value across Infor’s industry cloud portfolio.

Key Responsibilities

1. Partner Strategy & Relationship Management

• 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

2. Revenue & Growth Execution

• 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

3. Field & Ecosystem Collaboration

• 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

4. Enablement, Readiness & Execution Quality

• 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

5. Operational Discipline & Governance

• 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

Success Metrics & KPIs

• Partner-driven ACV bookings (across resell, source, and co-sell motions)
• Quality and execution of joint business plans
• Pipeline growth, conversion rates, and deal progression with partners
• Customer outcomes and project sentiment scores
• Partner engagement, enablement adoption, and execution quality

Required Experience & Qualifications

• 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

Preferred Experience

• 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

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. Fraud Awareness We have been made aware of unauthorized individuals posing as Infor recruiters, including some who have made fraudulent offers of employment. Please read our guidelines and protect yourself from recruitment scams. Fraud Privacy Policy We value your privacy at Infor. You may access our privacy policy here.