Account Manager - Hospitality Solutions | EMEA

Infor is looking for an experienced and commercially driven Account Manager to join our Hospitality sales organization in EMEA. This role is focused primarily on creating and closing net-new business across Europe, helping hospitality organizations modernize operations, improve commercial performance, and deliver stronger guest experiences through industry-specific cloud solutions.

This is a high-impact, entrepreneurial position for a seller who enjoys building a market, developing senior relationships, and navigating complex enterprise sales cycles. The successful candidate will have geographic flexibility across Europe rather than a narrowly defined territory, allowing them to pursue opportunities where their experience, network, and market insight can create the greatest value.

You will represent a broad set of solutions designed for hotels and adjacent hospitality businesses, including:

• Property management, reservations, guest services, check-in/check-out, housekeeping, and billing
• Revenue management and optimization
• Financial management, budgeting, forecasting, and planning
• Event, conference, and function-space management
• Workforce management and operational solutions
• Emerging AI-enabled capabilities for the hospitality ecosystem

What you will do

• Develop and execute a focused business development strategy across selected European hospitality markets.
• Create a healthy, qualified pipeline through disciplined prospecting, industry networking, referrals, partners, consultants, trade events, and collaboration with Business Development Representatives.
• Identify and engage hotel operators, management companies, hospitality groups, and other relevant organizations.
• Lead the full sales cycle, from initial outreach and discovery through solution alignment, proposal, negotiation, and contract signature.
• Build trusted relationships with senior stakeholders, including CFOs, revenue leaders, IT leaders, operations executives, and other business decision-makers.
• Run initial customer discovery independently, clarify business pain points, and involve Solution Consultants and product specialists at the right stage.
• Coordinate internal teams around account strategy, solution positioning, demonstrations, commercial proposals, and customer outcomes.
• Represent Infor at hospitality conferences, trade shows, customer events, and relevant industry forums.
• Maintain accurate opportunity plans, pipeline coverage, forecasts, and next actions.
• Retain strategic ownership of customer relationships after the initial sale while working with Inside Sales on smaller expansion opportunities.
• Achieve or exceed agreed revenue, pipeline, and new-business targets.

• Proven success in enterprise software, SaaS, or complex B2B solution sales.
• A strong hunter mindset, with clear evidence of independently generating and converting net-new opportunities.
• Experience managing long, multi-stakeholder sales cycles and closing strategic deals.
• Ability to build credibility with executive and functional decision-makers.
• Strong discovery, presentation, commercial negotiation, and relationship-management skills.
• Confidence operating independently across markets while mobilizing internal specialists and partners.
• Fluent written and spoken English.
• Willingness and ability to travel regularly within Europe.

• Experience selling technology into hotels, hospitality groups, travel, leisure, or an adjacent industry.
• Understanding of hotel operations, hotel ownership and management structures, property management, revenue management, hospitality finance, or guest technology.
• An established network among hospitality operators, consultants, technology partners, or industry decision-makers.
• Additional European language skills, particularly for markets where local-language selling is important.
• At least three years of relevant sales experience, with the maturity to become productive quickly in a complex environment.

What success looks like

· Consistent creation of high-quality, self-generated pipeline.

· Strong pipeline coverage aligned with annual revenue goals.

· New customer acquisition and signed software agreements.

· Trusted relationships with hospitality decision-makers, influencers, consultants, and partners.

· Effective management of both shorter-term opportunities and strategic pursuits that may develop over several years.

· Growing market visibility for Infor Hospitality across Europe.