Account Manager - RGM

Department: Sales

Employment Type: Full Time

Location: Remote

Description

A Typical Day in the Life Includes:

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• Experience working in matrixed environments with internal stakeholders
• Ability to influence without direct authority across teams
• Strong communication and stakeholder alignment skills

• 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

• 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)

• 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