Sr. Account Executive (3PL)

Dallas, TX, United States

Summary We're looking for a successful Customer Executive (Account Executive) to sell software solutions primarily into 3PL accounts; previous SCM (supply chain management) solutions sales experience at the enterprise-level ($2B annual revenue and above) highly desirable. This is a remote/ virtual based position (U.S.)

Primary Duties and Responsibilities Develops effective and specific territory or customer account plans to ensure and exceed revenue target delivery and sustainable growth. Develop and foster strong relationships as a trusted advisor to customers and leverage to drive strategy through the organization.

Achieve / exceed quota targets. These will be described upon contract value.

Actively understand each 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.

Plan and conduct efficient customer discovery sessions to gain valuable insight. Construct and deliver innovative customer presentations to position BlueYonder solutions which can help them achieve or exceed their goals.

Advance and close sales opportunities through the successful execution of the sales strategies and roadmaps. Manage interactions with customer during all phases of the sales cycle. Serve as a point contact for customer service issues or escalations and elevate unresolved customer issues as appropriate.

Sell value.

Understand BlueYonder’s competition and effectively position solutions against them to meet or exceed customer needs.

Participate in the development and delivery of comprehensive business plans to address customer priorities and pain points. 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.

Leverage support organizations including Marketing, Inside Sales, Partners and channels to funnel pipeline into the assigned customer territory.

Orchestrate resources: deploy appropriate teams to execute winning sales. Develop coordination skills and leadership skills of remote teams to successfully close new business.

Maintain CRM system (i.e. Salesforce) with accurate customer and pipeline information. Update software sales forecast accurately.

Maximize the value of all sales support organizations and ensure teams and Partners are well versed in each account strategy.

Balance deal transaction acceleration through effective negotiations with prospects or customers during a sales cycle.

Follow established business processes for Services in order to draft, have approved and legally negotiate (Terms and Conditions) the contracts with our customers.

Follow established delivery handoff procedure as applicable for Support, Cloud, Consulting and Education in order to ensure customers efficiently, transparently and fluidly transition from sales to delivery.

Qualifications 8+ years large software company experience with success selling enterprise-level, complex software sales.

Cloud and ERP sales experience; SCM (supply chain management) solutions + license and services experience.

Proven quota attainment record ($2M annual quota achievement and above).

Experience in a team-based selling environment.

Exceptional presentation, facilitation, communication and negotiation skills.

Virtual-based opportunity: Ability to travel 50% or more within the U.S.

Bachelor’s degree; equivalent experience also considered.

LI-CR1

- Salary Range: $132,950.00 - 167,650.00 The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position. At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: Comprehensive Medical, Dental and Vision 401K with Matching Flexible Time Off Corporate Fitness Program Wellbeing Days A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience. 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 Diversity, Inclusion, Value & Equality (DIVE) is our strategy for fostering an inclusive environment we can be proud of. Check out Blue Yonder's inaugural Diversity Report which outlines our commitment to change, and our video celebrating the differences in all of us in the words of some of our associates from around the world. 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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