Description:
Blue Yonder is seeking an Account Manager to sell software solutions primarily into Retail - Grocery, Drug, and Convenience accounts. The successful candidate will be responsible for managing the expansion of existing contracts and ensuring customer satisfaction, identifying upsell and cross-sell opportunities, and working closely with internal teams to provide a seamless customer experience. Previous supply chain management solutions sales experience at the enterprise-level ($2B annual revenue and above) is highly preferred.
Scope
- Serve as the point person to identify, prioritize, pursue and close expansion opportunities within existing Blue Yonder customers
- Develop effective and specific account plans to ensure revenue target delivery and balanced growth
- Manage sales pipeline, prospect and assess sales, and move a multiple transactions simultaneously through the sales pipeline
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize value
- Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
- Actively understand 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 customer and its competitors to remain updated on key industry trends and issues impacting the customer
- Create & maintain actionable account plans to develop strategies, identify customer's priorities and hurdles, and identify new business opportunities
- Oversee all commercial activities within accounts and across theaters, owning the end-to-end relationship and success
- 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
- Negotiate terms on SaaS contracts
Qualifications
- 10+ years’ sales experience with enterprise software sales for a high-growth company
- Proven business acumen and revenue forecasting in an Account Management 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
- Virtual-based opportunity: Ability to travel 50% or more within the U.S
- Bachelor’s degree; equivalent experience also considered