Sr Account Manager

Overview:

• Leading AI-powered Largest Global Supply Chain Management Software Product Company and one of Glassdoor’s “Best Places to Work”
• Seeking an astute, successful Account Executive to sell Digital Supply Chain Transformation Solutions to large Manufacturers and Retailers. Good communication skills, pleasing personality, and experience in b2b sales is highly desirable

Scope:

• The Sr Account Manager should be able to demonstrate a proven track record selling SaaS solutions and managing complex enterprise sales end to end. Experience selling Supply Chain Planning (demand forecasting, inventory management, supply planning), Supply Chain Execution Solutions like TMS/WMS and commerce solutions like order management, crm, omni channel etc is desired.

Job Responsibilities:

• Develop effective and specific territory and customer account plans to ensure and exceed revenue target delivery and sustainable growth. Develop and foster strong relationships as a trusted advisor to customers and leverage to drive strategy through the organization.
• Form, build, lead, and be a member of a successful account sales team which drives Blue Yonder Strategy, revenue, customer growth and customer satisfaction
• Develop, foster and sustain strong relationships as a trusted advisor to assigned customers, maintaining high levels of customer satisfaction and loyalty while maximizing Blue Yonder revenue and protecting Blue Yonder’s interests.
• Plan and conduct goal orientated customer meetings which maximizes positive deal or conflict resolution progress.
• Position and sell the full value of Blue Yonder's products and services portfolio to maximize revenue, customer growth and customer satisfaction by leveraging a team selling model, a proactive, preemptive and consultative customer engagement model, and an established sales process.
• Proactively research prospects through annual reports, analyst reports, social media, business articles, etc. and to build and position a preemptive value proposition to a customer BEFORE they identify their own need.
• Participate in the development and delivery of comprehensive business plans to address customer priorities and pain points. 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.
• Plan and conduct efficient and meaningful customer discovery sessions to gain valuable insight into prospect's business and provide clarity on how Blue Yonder solutions and services can help them achieve their goals.
• Construct and deliver customer presentations and proposals which are concise, compelling and valuable in the eyes of the prospect or the customer.
• Understand Blue Yonder’s competition and effectively position solutions against them to meet or exceed customer needs.
• Properly manage opportunities and forecast within Salesforce.com in a timely manner.
• Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration and giving the least amount of concessions.
• Follow established business practices processes for Sales in order to draft, have approved and legally negotiate (Terms and Conditions) contracts with customers in your territory.

Job requirements:

• Experienced working in an enterprise software company with proven success in selling enterprise-level, complex software sales.
• Proven sales quota attainment record.
• Cloud and SaaS sales experience
• Proven account planning and new business development skills.
• Outstanding presentation, facilitation, communication and negotiation skills.
• Outstanding customer-focused Account Management skills.
• Demonstrated sales track record is preferred.
• Knowledge and understanding of Retail/Manufacturing/ CPG / 3PL industry pain points and related cost-drivers is preferred.
• Understanding of broad competitive solution footprints for the Supply Chain information systems marketplace is preferred.
• Demonstrated relationships with Supply Chain Industry system integrators / partners
• Bachelor’s degree; equivalent experience also considered.
• Ability to travel when required.