Channel Account Manager

General information

Country Spain City Remote Location Job ID 47984 Department Sales Experience Level MID_SENIOR_LEVEL Employment Status FULL_TIME Workplace Type Hybrid

Description & Requirements

The Channel Account Manager plays a strategic role in shaping and accelerating Infor’s indirect sales motion across the Iberia region. You will recruit, develop, and grow high-performing partners who expand our reach and bring meaningful impact to customers.

This opportunity is ideal for someone with a background in enterprise software and a passion for building thriving partner ecosystems. If you’ve successfully driven indirect revenue through Value Added Resellers (VARs), System Integrators (SIs), and Managed Service Providers (MSPs), and enjoy turning strategy into measurable growth, this role offers both ownership and influence.
As a trusted advisor and business consultant to your partners, you will align them with Infor’s strategic priorities while empowering them to deliver outstanding value to shared customers. You won’t just manage relationships – you will help shape them.
A Day in the Life Typically Includes

• Identifying, recruiting, and onboarding new channel partners aligned with Infor’s industry and solution focus, while leading enablement initiatives that accelerate time-to-revenue.
• Co-creating joint business plans, sales strategies, and pipeline development initiatives that drive predictable and scalable growth.
• Owning and exceeding regional channel revenue goals through proactive partner engagement and disciplined deal execution.
• Collaborating closely with sales, marketing, product, and customer success teams to ensure seamless alignment throughout the partner lifecycle.
• Monitoring partner performance against KPIs, leading regular QBRs, and implementing improvement actions when needed.
• Staying close to regional market trends, competitive dynamics, and evolving partner capabilities to inform strategic decisions.

Basic Qualifications

• Spanish (C2) and English (C1); additional languages are a plus.
• Experience in enterprise software channel sales or partner management, ideally within SaaS, cloud, or ERP environments.
• Demonstrated ability to build and scale a channel ecosystem while consistently exceeding revenue targets.
• Experience with indirect sales models, partner incentive structures, and deal registration processes.
• Strong presentation and negotiation skills, with experience engaging and influencing senior stakeholders internally and externally.
• Willingness to travel up to 50%.
• Preferred Qualifications
• Experience in industries such as manufacturing, distribution, healthcare, or public sector aligned with Infor’s go-to-market strategy.
• Experience working with CRM tools (Salesforce preferred) and partner management platforms.

Preferred Qualifications

• Experience in industries such as manufacturing, distribution, healthcare, or public sector aligned with Infor’s go-to-market strategy.
• Experience working with CRM tools (Salesforce preferred) and partner management platforms.

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 supp