Client Executive - Commerce

Position Title

Client Executive - Commerce

Location

This is a remote/ virtual position

Summary

We're looking for a successful, strategic Client Executive (Sales Executive) to sell Commerce, Order Management & Fulfillment specific software solutions into accounts across industries; previous relevant software & solutions sales experience at the enterprise-level ($1B annual revenue and above) highly desirable.

Primary Duties and Responsibilities

• Develops effective and specific territory or 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.
• Achieve / exceed quota targets. These will be described upon contract value.
• Actively understand each 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.
• Plan and conduct efficient customer discovery sessions to gain valuable insight. Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals.
• Advance and close sales opportunities through the successful execution of the sales strategies and roadmaps. Manage interactions with customer during all phases of the sales cycle. Serve as a point contact for customer service issues or escalations and elevate unresolved customer issues as appropriate.
• Sell value.
• Understand Blue Yonder's competition and effectively position solutions against them to meet or exceed customer needs.
• 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.
• Leverage support organizations including Marketing, Inside Sales, Partners and Channels to funnel pipeline into the assigned customer territory.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Develop coordination skills and leadership skills of remote teams to successfully close new business.
• Maintain CRM system (i.e. Salesforce) with accurate customer and pipeline information. Update software sales forecast accurately.
• Maximize the value of all sales support organizations and ensure teams and Partners are well versed in each account strategy.
• Balance deal transaction acceleration through effective negotiations with prospects or customers during a sales cycle.
• Follow established business processes for Services in order to draft, have approved and legally negotiate (Terms and Conditions) the contracts with our customers.
• Follow established delivery handoff procedure as applicable for Support, Cloud, Consulting and Education in order to ensure customers efficiently, transparently and fluidly transition from sales to delivery.
• Create and define leads and sales opportunities through prospecting and lead generation
• Prospect & Qualify Leads: Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify new account opportunities; prioritizes opportunities based on total potential, likely profitability, and probability of success; pursues leads and 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 Pre-Sales and Technical Experts to help to identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc.
• Shape Solutions and Communicates Value: Leverages deep insight 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 achieves customer strategic goals, provides proof of value and differentiates the organization from other providers
• Propose, Negotiate, & Agree: Leads the response to Requests for Proposals (RFPs), including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, constructing compelling value propositions; sustaining 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.
• Coordinate with Account Manager and Customer Success Manager to implement agreed solutions
• Setup & Onboard: Communicates key customer needs and insights to the account team to ensure that the solution is developed and implemented in alignment with the customer agreement, and provides documentation and notes on the customer gathered during the initial selling process (including notes on needs, specific stakeholders, attitudes and behaviors, perceptions of Blue Yonder, etc.).
• Implement Solutions: Works closely with the Technical Account Manager and Customer Success Manager to provide a customer-centric perspective that ensures the value promise is delivered through the implementation; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs before finalizing and leading the handoff to the Account Manager team

Qualifications

• 10+ years large software company experience with success selling enterprise-level, complex software sales.
• Cloud and Retail sales experience; Commerce / Order management solutions + license and services experience.
• 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.
• Virtual-based opportunity: Ability to travel 50% or more within the U.S.
• Bachelor's degree: equivalent experience also considered.

Base compensation range for this role: $135,000.00 - $160,000.00 USD

The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:

• Comprehensive Medical, Dental and Vision
• 401K with Matching
• Flexible Time Off
• Corporate Fitness Program
• Wellbeing Days
• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.

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

Diversity, Inclusion, Value & Equality (DIVE) is our strategy for fostering an inclusive environment we can be proud of. Check out Blue Yonder's inaugural Diversity Report which outlines our commitment to change, and our video celebrating the differences in all of us in the words of some of our associates from around the world.

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.