Major Account Executive, Commerce (OMS) & Returns

Primary Responsibilities

• Serves as the point person toidentify, prioritize,pursueand close expansion opportunities within newand existingcustomers

• 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

• Developexecutiverelationships innew and existingcustomers,as well as relationshipswith 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 maximizecustomervaluepropositions and win deals

• Gainknowledge of customer requirements anddriveto value (value of counsel andexpertise, value of solutions, value of implementationexpertise)

• Create business presentations thatshape a winning narrative and effectively advancemessaging

• Actively understands each account’s strategic growth plans, technologystrategyand 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 issuesimpactingthe customer

• Create &maintainactionable account plans to guide develop strategies andidentifynew 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,benchmarkingand 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 SaaSdeals

• Update Salesforce withtimelyupdates and complete internal documents that share progress, risks,challengesandplan 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/orReturnsManagement Systems

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

• English plus anadditionalEuropean language preferred