Major Account Manager

at  Blue Yonder

Blue Yonder Title: Major Account Executive
Other comparable titles: Senior Account Manager
Company Overview:
Blue Yonder is a leading supply chain software company that provides intelligent solutions for businesses worldwide. Our mission is to help our clients optimize their supply chain operations through cutting-edge technology and data-driven insights.
Overview
Blue Yonder is seeking a highly motivated and experienced Manufacturing Major Account Executive to join our sales organization. As a Major Account Executive, you will be responsible for driving revenue growth and expanding our market share within the supply chain software industry. You will work with our largest and most complex clients, building and maintaining strong relationships with key decision-makers.

Scope

• Cover Latam Manufacturing accounts.
• Proficient Spanish, English and Portuguese, 15-year sales experience
• Willing to travel across the region
• Experience on Supply Chain Management

What you’ll do

• Identify and qualify new business opportunities within assigned major accounts. Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence
• Develop and execute strategic account plans to drive revenue growth and achieve sales targets
• Define Needs & Conduct meetings: Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts meetings that may include client discovery, presentations, pitches, etc.
• Shape Solutions and Communicates Value: Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers
• Propose, Negotiate, & Agree: For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties
• Collaborate with internal teams to ensure successful implementation and adoption of Blue Yonder’s software solutions
• Build and maintain strong relationships with customers, acting as a trusted advisor and advocate for their business needs
• Stay up to date on industry trends and competitive landscape to effectively position Blue Yonder’s solutions
• Coordinates with Technical Account Managers, Customer Success, Legal and Finance; leads discussions and collaborates with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship
• Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention
• Lead Account Management & Drive Customer Success: Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders
• Cross Sell & Up Sell: Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain
• Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value
• Renew Subscriptions: Build strategic, long-term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals
• Maximize & Reinforce Value: Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery.

What we are looking for

• Bachelor’s degree in business administration, marketing, IT or Supply Chain and/or Logistics
• 15+ years of experience in enterprise software sales, with a proven track record of meeting or exceeding sales targets
• Proficient Spanish, English and Portuguese.
• Experience selling supply chain software required
• Strong business acumen and ability to understand customer needs and business challenges
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal teams
• Demonstrated ability to manage complex sales cycles and negotiate contracts
• Ability to work independently and as part of a team in a fast-paced, high-growth environment
• Willingness to travel within the region as needed to meet with customers and attend industry events

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 & Equity (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

• Identify and qualify new business opportunities within assigned major accounts. Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence
• Develop and execute strategic account plans to drive revenue growth and achieve sales targets
• Define Needs & Conduct meetings: Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts meetings that may include client discovery, presentations, pitches, etc.
• Shape Solutions and Communicates Value: Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers
• Propose, Negotiate, & Agree: For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties
• Collaborate with internal teams to ensure successful implementation and adoption of Blue Yonder’s software solutions
• Build and maintain strong relationships with customers, acting as a trusted advisor and advocate for their business needs
• Stay up to date on industry trends and competitive landscape to effectively position Blue Yonder’s solutions
• Coordinates with Technical Account Managers, Customer Success, Legal and Finance; leads discussions and collaborates with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship
• Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention
• Lead Account Management & Drive Customer Success: Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders
• Cross Sell & Up Sell: Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain
• Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value
• Renew Subscriptions: Build strategic, long-term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals
• Maximize & Reinforce Value: Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery