Major Account / Customer Executive - Supply Chain Execution

Major Account/Customer Executive - Supply Chain Execution

Overview:

We are growing our sales team and looking for successful Enterprise Account/Customer Executives to sell WMS/TMS software solutions primarily into North America Retail, CPG and Manufacturing accounts.

Scope:

• Virtual-based opportunity: Ability to travel 50% or more within the U.S once travel restrictions are lifted.
• Consultative selling requiring deep collaboration with the BY sales team, acting as a trusted advisor to customers to help sell the value of our solutions across a variety of industries. The role will require deep solution knowledge focused on transportation, warehousing, order management and labor. This individual will have an individual quota and be required to present to a range of audiences, including C-Level Executives.
• Assist in development of Go To Market strategies and industry specific playbooks within the SCE space, driving increased win rates.
• Assist in 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 target accounts, focused primary on the finance, supply chain and IT divisions.

What you'll do:

• Partner with BY Sales Team to determine and execute 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.
• Assists in the maintenance of 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.
• Collaborate extensively with a broad ecosystem within Blue Yonder, which includes all levels of the Sales organization, Product Development, Professional Services, Transformation Advisory, Business Development, as well as our Partner ecosystem
• 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 10+ years large software company experience with success selling enterprise-level, complex software sales.
• Cloud and ERP sales experience; SaaS based supply chain management execution solutions
• Proven quota attainment record
• Proven experience selling Consulting, Cloud and Education Services
• 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
• Previous SCM (supply chain management) and SCE (supply chain execution) solutions sales experience at the enterprise-level ($1B annual revenue and above)
• Experience and success selling Implementation consulting services
• Proven sales quota attainment track record
• Proven new business development skills.
• Outstanding presentation, facilitation, communication and negotiation skills.
• Outstanding customer-focused Account Management skills.

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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.