Responsibilities
* Create and define sales opportunities through key stakeholder engagement and needs identification
* Prospect & Qualify: Conduct research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritize opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursue opportunities with focus, drive, and persistence
* Define Needs & Conduct Demos: Identify key account stakeholders and understand the influence each stakeholder has on purchasing decisions; collaborate with internal experts to help identify needs and shape solutions; conduct demos and meetings that may include client discovery, presentations, pitches, etc.
* Shape Solutions and Communicate Value: Leverage diagnosis of customer business needs and match with Blue Yonder services, drawing on technical expertise when necessary; use in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers
* Propose, Negotiate, & Agree: For additional business within existing customers, lead the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustain focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties
Implementation
* Setup & Onboard: Proactively lead account transition process from Account Executive; leverage key customer needs and insights from the Account Executive team or previous customer engagement to ensure that the solution is developed and implemented in alignment with the customer agreement; provide additional documentation and notes on the customer gathered during the selling process (including notes on needs, specific stakeholders, attitudes and behaviors, perceptions of Blue Yonder, etc.)
* Implement Solutions: Oversee the implementation of initiatives and programs, from program set‑up and launch through execution, to ensure optimization of value for Blue Yonder and the customer and delivery to defined standards; monitor customer satisfaction through the implementation process and act as an advocate for customer needs; ensure mobilization of key resources to support successful implementation, including technical, legal and finance; lead discussions and collaborate with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship
* Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention
Account Management & Customer Success
* Lead Account Management & Drive Customer Success: Lead the account team to define, communicate, and agree on ambitious objectives for each account; implement account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders
* Cross Sell & Up Sell: Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain
* Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value
* Renew Subscriptions: Build strategic, long‑term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals
* Maximize & Reinforce Value: Develop and communicate an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery
Our Values
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.
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