Senior Account Executive

Job Summary

We are looking for a Sr Account Executive with passion, high energy, Supply Chain knowledge and ideally with Grocery sales experience within the software industry, to join our vibrant and successful team in EMEA. The Sr Account Executive is responsible for identifying and generating new sales within new customers. They are tasked with establishing business-owner relationships, understanding business needs, and developing end-to-end account plans and strategies to expand Blue Yonder’s penetration into new accounts. They are individual contributors that target opportunities, develop account specific sales strategies and close new opportunities.

Primary Responsibilities

• Serve as the point person to identify, prioritize, pursue and close expansion opportunities within new customers and maintain the end-to-end relationship with the customers.
• Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth.
• Develop relationships with new customers, manage sales pipeline, prospect and assess sales, and move multiple transactions simultaneously through the sales pipeline.
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize value.
• Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Actively understand each account’s strategic growth plans, technology strategy and 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 and maintain actionable account plans to guide strategy and identify new business opportunities.
• Lead account relationships, persona profiling, and sales cycles.
• Oversee all commercial activities within accounts and across theaters, owning the end-to-end relationship and success.
• 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 new contract terms on all SaaS renewals.

Qualifications

• 7+ years’ sales experience with enterprise software sales for a high-growth company.
• 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.
• Bachelor’s degree from an accredited college or university or relevant experience.
• Fluent French or German language preferred.

Equal Employment Opportunity

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.