Overview:
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.
Seeking successful, experienced, character-driven, strategic Account or 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 within the Manufacturing industry, specifically within Life Sciences | Med Tech. This role is a trusted advisor to our current and prospective valued customers.
Scope:
Virtual-based opportunity: Ability to travel 50% or more within the U.S. Preferred locations: Northeast US
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 primarily 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:
Determine and execute the strategy and sales processes for the allocated customers.
Develop and deliver compelling value propositions based on ROI cost/benefit analysis.
Develop and foster a strong relationship as a trusted advisor to customers.
Foster positive relationships with the wider sales organization.
Identify and utilize appropriate internal resources to engage in sales cycles.
Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately.
Maintain 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 customer-focused Account Management skills.
Create and define sales opportunities through key stakeholder engagement and needs identification.
Prospect & Qualify: Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence.
Define Needs & Conduct Demos: Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc.
Shape Solutions and Communicates Value: Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses 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, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains 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.
Coordinates with Account Executive and Customer Success Manager to implement agreed solutions.
Setup & Onboard: Proactively leads account transition process from Account Executive; leverages 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; provides 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: Oversees 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; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs; ensures mobilization of key resources to support successful implementation, including technical, legal and finance; leads discussions and collaborates 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.
Lead Account Management & Drive Customer Success: Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements 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: Develops and communicates 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.
