Partner Account Manager, Principal

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. A Typical Day in the Life Includes: 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 Basic 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 Qualifications: * 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