Job description
Primary Responsibilities
Serves as the point person to identify, prioritize, pursue and close expansion opportunities within new and existing customers
Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth
Manage sales pipeline, qualify opportunities, and move multiple transactions simultaneously through the sales pipeline
Develop executive relationships in new and existing customers, as well as relationships with internal teams for strong collaboration
Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
Coordinate internal resources (CSMs, Solution Consultants, Professional Services, etc.) to maximize customer value propositions and win deals
Gain knowledge of customer requirements and drive to value (value of counsel and expertise, value of solutions, value of implementation expertise)
Create business presentations that shape a winning narrative and effectively advance messaging
Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape; review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer
Create & maintain actionable account plans to guide develop strategies and identify new business opportunities; lead account relationships, persona profiling, and sales cycles
Develop and deliver a comprehensive business plan to address customer's priorities and hurdles; use value justification, benchmarking and return-on-investment data to support decision process
Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions
Negotiates contract terms on SaaS deals
Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan to win
Qualifications
Experience with enterprise software sales
Proven business acumen and revenue forecasting in an Account Management/ Sales Executive role
Proven ability to build and execute strategic customer roadmap
Demonstrated ability to successfully influence and negotiate commercial agreements
Experience using CRM software and MS Office
Knowledge of Supply Chain industry
Knowledge of Order Management Systems and/or Returns Management Systems
Bachelor's degree from an accredited college or university or relevant experience
English plus an additional European language preferred
Our Values
If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.