Sr Enterprise Account / Customer Executive - Industrial Segment

Other Comparable Titles:

Account Executive, Global Account Director, Growth Executive, Sr. Client Partner

Overview:

• Seeking a successful, strategic Account Executive with previous supply chain management solutions sales experience at the enterprise-level ($2B annual revenue and above)to sell software solutions primarily into Industrial OEM, Tier-1 and Industrial Aftermarket accounts.

Scope:

• Virtual-based opportunity: Ability to travel 50% or more within the U.S. No location preference.

• 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 primary on the finance, supply chain and IT divisions.

What you'll do:

• Determines and executes 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.

• Maintains 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.

• Cloud and ERP sales experience; supply chain 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.

• 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 presentation, facilitation, communication and negotiation skills.

• Outstanding customer-focused Account Management skills.

*LI-TL1

Our Values

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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.