Major Account Executive, Commerce (OMS) & 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 understand 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.
• Negotiate 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.

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.