Primary Responsibilities
1. Serves as the point person toidentify, prioritize,pursueand close expansion opportunities within newand existingcustomers
2. Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth
3. Manage sales pipeline,qualify opportunities, and move multiple transactions simultaneously through the sales pipeline
4. Developexecutiverelationships innew and existingcustomers,as well as relationshipswith internal teams for strong collaboration
5. Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
6. Coordinate internal resources (CSMs,Solution Consultants, Professional Services, etc.) to maximizecustomervaluepropositions and win deals
7. Gainknowledge of customer requirements anddriveto value (value of counsel andexpertise, value of solutions, value of implementationexpertise)
8. Create business presentations thatshape a winning narrative and effectively advancemessaging
9. Actively understands each account’s strategic growth plans, technologystrategyand 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 issuesimpactingthe customer
10. Create &maintainactionable account plans to guide develop strategies andidentifynew business opportunities; lead account relationships, persona profiling, and sales cycles
11. Develop and deliver a comprehensive business plan to address customer's priorities and hurdles; use value justification,benchmarkingand return-on-investment data to support decision process
12. Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions
13. Negotiates contract terms on SaaSdeals
14. Update Salesforce withtimelyupdates and complete internal documents that share progress, risks,challengesandplan to win
Qualifications
15. Experience with enterprise software sales
16. Proven business acumen and revenue forecasting in an Account Management/ Sales Executive role
17. Proven ability to build and execute strategic customer roadmap
18. Demonstrated ability to successfully influence and negotiate commercial agreements
19. Experience using CRM software and MS Office
20. Knowledge of Supply Chain industry
21. Knowledge of Order Management Systems and/orReturnsManagement Systems
22. Bachelor's degree from an accredited college or university or relevant experience
23. English plus anadditionalEuropean 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.