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.
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
- 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