Description:
Expand existing relationships within assigned accounts; broadening the footprint, reach, and value-add impact for our customers and clients. Blend of a net new hunter and key account manager opportunity.
NOTE: This is a virtual role and can be located anywhere in North America.
Seeking Successful, Character-driven, Strategic Account / Client Executives With Previous Supply Chain Management Software Solutions Sales Experience At The Enterprise-level ($2B Annual Revenue And Above) To Sell World-class Software Solutions To Any Of The Following Within The Manufacturing Industry
- CPG
- Life Sciences
- High Tech
- Auto, and/or
- Industrial
Scope
- Virtual-based opportunity: Ability to travel 50% or more within the U.S. Preferred locations: All regions in NA.
- Core responsibilities include driving 3x pipeline coverage on a 4 quarter rolling sales outlook by confidently representing the Blue Yonder products and portfolio of offerings.
- Responsible for developing executive and working-level relationships with assigned accounts, focused primary on the finance, supply chain and IT divisions.
- Align with the core values of Blue Yonder included in a trusted advisor, consultative selling relationship with our customers.
What You’ll Do
- Determines and executes the strategy and sales processes for the allocated customers.
- Develops and delivers compelling value propositions based on ROI cost/benefit analysis.
- Develops and fosters a strong relationship as a trusted advisor to customers.
- Fosters positive relationships with the wider sales organization.
- Identifies and utilizes appropriate internal resources to engage in sales cycles.
- Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately.
- Maintains accurate, comprehensive and updated deal information within Salesforce.com.
- Achieve / exceed quota targets annually. These will be described upon contract value.
- Actively understand each named customer’s technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the customer or prospect.
- Conduct weekly customer discovery sessions to gain valuable insight at prospect accounts. Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals.
- Deliver Blue Yonder’s unique value proposition to prospects.
- Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and VE to deploy tools effectively.
- Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach.
What We Are Looking For
- High comfort level and presence with senior executives.
- Bachelor’s degree and 8+ years' large software company experience with success selling enterprise-level, complex software sales.
- Supply chain management solutions + license and services experience. Cloud and ERP sales experience is a plus.
- Proven quota attainment record ($2M annual quota achievement and above).
- Proven experience selling Consulting, Cloud and Education Services ($200K and above).
- Experience in a team-based selling environment.
- Exceptional presentation, facilitation, communication and negotiation skills.
- Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions).
- Experience and success selling Implementation consulting services ($200K and above).
- Proven sales quota attainment track record ($2-3M annual quota achievement and above).
- Proven new business development skills.
- Outstanding presentation, facilitation, communication and negotiation skills.
- Outstanding customer-focused Account Management skills.