Primary Responsibilities
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Serves as the point person to identify , prioritize, pursue and close expansion opportunities within new and existing customers
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Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth
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M anage sales pipeline, qualify opportunities , and move multiple transactions simultaneously through the sales pipeline
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Develop executive relationships in new and existing customers , as well as relationships with internal teams for strong collaboration
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Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
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C oordinate internal resources (CSM s , Solution Consultants, Professional Services , etc.) to maximize customer value propositions and win deals
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Gain knowledge of customer requirements and drive to value (value of counsel and expertise , value of solutions, value of implementation expertise )
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Create business presentations that shape a winning narrative and effectively advance messaging
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Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape ; r eview 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
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Create & maintain actionable account plans to guide develop strategies and identify new business opportunities ; l ead account relationships, persona profiling, and sales cycles
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Develop and deliver a comprehensive business plan to address customer's priorities and hurdles ; u se value justification, benchmarking and return-on-investment data to support decision process
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Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions
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Negotiates contract terms on SaaS deals
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Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan to win
Qualifications
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E xperience with enterprise software sales
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Proven business acumen and revenue forecasting in an Account Management/ Sales Executive role
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Proven ability to build and execute strategic customer roadmap
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Demonstrated ability to successfully influence and negotiate commercial agreements
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Experience using CRM software and MS Office
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Knowledge of Supply Chain industry
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Knowledge of Order Management Systems and /or Returns Management Systems
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Bachelor's degree from an accredited college or university or relevant experience
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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
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.
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