Account Manager- AI/ManufacturingDepartment: Sales
Employment Type: Full Time
Location: US-Remote
DescriptionThe Technology & Innovation Specialist is a technical seller who helps customers translate business priorities into an executable AI and automation roadmap, prove the right use cases, and build a quantified case for change. The role combines credible technical discovery with value-based selling across Infor Velocity Suite, Augmented Intelligence, and agentic AI.
• Velocity Suite: AI agents, Generative AI, Process Mining, RPA, Intelligent Document Processing, and Value+ automation
• AI adoption motion: roadmap discovery, prioritized use cases, tiered proof, decision plan, contracting, and transition to continuous delivery
• Customer outcomes: measurable productivity, cycle-time, margin, working-capital, service, and risk improvements
The specialist works with industry sellers, solution consultants, forward deployed engineering (FDE), product teams, and customer business and IT leaders. Success requires earning technical credibility without losing the business conversation.
A Typical Day in the Life Includes:- Lead outcome-led discovery with business and IT stakeholders; connect pain points, process friction, data readiness, and architecture constraints to prioritized use cases.
- Build and present AI Adoption Roadmaps that identify the first use case, expected value, success measures, dependencies, and path to expansion.
- Explain how AI agents, GenAI, process intelligence, automation, and enterprise integration work together within the customer's Infor landscape.
- Assess technical fit across data, APIs, identity, security, governance, environments, ERP process context, and human-in-the-loop controls; identify risks early.
- Select the right proof vehicle based on buying risk and deal complexity: prototype, reusable demo, tailored demo, or customer-specific POC.
- Partner with Solution Consulting and FDE to define proof scope, technical prerequisites, deployment brief, success criteria, and a clean sell-to-deliver handoff.
- Develop value hypotheses and ROI models; translate technical capabilities into measurable operational and economic outcomes for executive buyers.
- Drive mutual action plans, commercial alignment, negotiation, CRM hygiene, pipeline progression, and accurate forecasting across complex sales cycles.
Basic Qualifications:- Demonstrated ability to sell complex enterprise technology while leading credible conversations with CIO, data, security, architecture, and business stakeholders.
- Working knowledge of modern AI concepts, including LLMs, grounding/RAG, embeddings, prompt and context design, agent orchestration, evaluation, hallucination risk, guardrails, and responsible AI.
- Understanding of enterprise AI architecture: data access and quality, APIs and integration, identity and access, privacy, security, auditability, model choice, observability, and human approval patterns.
- Ability to explain and qualify the Velocity Suite stack across AI agents, GenAI, AI/ML, Process Mining, RPA, IDP, Value+ automation, and integration with Infor ERP workflows.
- Ability to distinguish a use-case idea from a technically viable solution and to identify product overlap, ERP fit, data requirements, implementation complexity, and proof readiness.
- Value-selling discipline: quantify current-state cost, define measurable outcomes, build an economic case, align to executive priorities, and defend value through negotiation.
- Command of enterprise buying processes, MEDDPICC-style qualification, stakeholder mapping, mutual action plans, and multi-threaded account strategy.
- Executive communication, technical storytelling, facilitation, written communication, and objection handling.
- Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship now or in the future.
- Ability to travel up to 50%.
Preferred Qualifications:- Experience selling or solutioning enterprise cloud, AI, automation, data, integration, or ERP technologies.
- Experience with manufacturing or distribution processes and the business systems that support them.
- Experience partnering with solution consultants, architects, product teams, and delivery organizations through proof and deployment planning.
- Demonstrated success carrying and achieving a $2M+ annual quota.
- Bachelor's degree or equivalent practical experience; relevant cloud, AI, data, integration, or security certifications are valued.
Location: US Remote (Atlanta, GA; Dallas, TX)
