Primary Responsibilities 

• Serves as the point person to identify, prioritize, pursue and close expansion opportunities within new and existing customers 

• Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth 

• Manage sales pipeline, qualify opportunities, and move multiple transactions simultaneously through the sales pipeline 

• Develop executive relationships in new and existing customers, as well as relationships with internal teams for strong collaboration 

• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders 

• Coordinate internal resources (CSMs, Solution Consultants, Professional Services, etc.) to maximize customer value propositions and win deals 

• Gain knowledge of customer requirements and drive to value (value of counsel and expertise, value of solutions, value of implementation expertise) 

• Create business presentations that shape a winning narrative and effectively advance messaging  

• Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape; review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer 

• Create & maintain actionable account plans to guide develop strategies and identify new business opportunities; lead account relationships, persona profiling, and sales cycles 

• Develop and deliver a comprehensive business plan to address customer's priorities and hurdles; use value justification, benchmarking and return-on-investment data to support decision process 

• Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions 

• Negotiates contract terms on SaaS deals  

• Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan to win 

Qualifications  

• Experience with enterprise software sales 

• Proven business acumen and revenue forecasting in an Account Management/ Sales Executive role 

• Proven ability to build and execute strategic customer roadmap 

• Demonstrated ability to successfully influence and negotiate commercial agreements 

• Experience using CRM software and MS Office 

• Knowledge of Supply Chain industry 

• Knowledge of Order Management Systems and/or Returns Management Systems 

• Bachelor's degree from an accredited college or university or relevant experience 

• English plus an additional European language preferred