Account Manager - RGM

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