Account Director-Aerospace & Defense
The Field Sales Representative – A&D and Auto will be responsible for value-selling Infor’s Aerospace & Defense-specific ERP and edge offerings to both existing accounts and net-new customers. This role requires a proven hunter mentality combined with the ability to expand strategic relationships with the defense industrial base. The Field Sales Representative will identify and qualify opportunities, develop pursuit strategies, and execute, to drive revenue growth while ensuring alignment with industry regulations and mission-critical customer needs.
- Articulate the value proposition of Infor’s ERP and edge solutions, emphasizing industry differentiation for Aerospace & Defense.
- Showcase how Infor supports compliance with ITAR, CMMC, DFARS, and other defense standards.
- Deliver compelling ROI-based business cases to senior executives and technical stakeholders.
- Partner with solution consultants, product management, and industry specialists to design winning deal strategies.
- Educate internal teams on Aerospace & Defense market trends, government contracting challenges, and compliance-driven requirements.
- Contribute to account and territory planning to align with revenue goals and industry growth drivers.
- Leverage sales tools such as Salesforce, Outreach, Consensus, and Clari (MAPs & Forecasting) for opportunity execution.
- Enterprise software sales experience (ERP, SaaS, or edge solutions).
- Experience selling into Aerospace & Defense, Manufacturing, or Government contracting organizations.
- Experience working in a quota-driven role and with enterprise sales cycles.
- Experience developing executive-level customer relationships.
- Experience driving multiple deals concurrently through consultative sales cycles.
- Ability to travel up to 50%.
- Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship.
- Experience selling ERP and/or compliance-focused cloud-based solutions into regulated industries.
- Experience with government contracting compliance frameworks (CMMC, ITAR, DFARS, etc.).
- Experience with MEDDPICC or other structured sales methodologies.
- Experience with Salesforce, Outreach, Consensus, and Clari (MAPs & Forecasting).
Location: US Remote (Atlanta, GA; Dallas, TX)