Account Manager

Overview:

Blue Yonder is seeking a successful, experienced, character-driven, strategic Account Manager with previous supply chain management software solutions sales experience at the enterprise-level ($2B annual revenue and above) to sell world-class software solutions within the Manufacturing industry, specifically within Life Sciences | Med Tech. This role is a trusted advisor to our current and prospective valued customers.

Location:

US-Remote with the ability to travel up to 50%

What You’ll Do:

• Determine and execute the strategy and sales processes for the allocated customers
• Develop and deliver compelling value propositions based on ROI cost/benefit analysis
• Develop and foster a strong relationship as a trusted advisor to customers as well as the internal sales organization
• Identify and utilize appropriate internal resources to engage in sales cycles
• Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately
• Maintain accurate, comprehensive and updated deal information within Salesforce.com
• Achieve / exceed quota targets annually
• 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're 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
• Supply chain management solutions + license and services experience. Cloud and ERP sales experience is a plus
• 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
• 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 new business development skills
• Outstanding presentation, facilitation, communication and negotiation skills