Major Account Executive, Commerce and Returns

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

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