Major Account Executive, Commerce (OMS) & Returns

Primary Responsibilities

• Serves as the point person to identify, prioritize, pursue and close expansion opportunities within new and existing customers

• 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

• Develop executive relationships in new and existing customers, as well as relationships with 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 maximize customer value propositions and win deals

• Gain knowledge of customer requirements and drive to value (value of counsel and expertise, value of solutions, value of implementation expertise)

• Create business presentations that shape a winning narrative and effectively advance messaging

• Actively understands each account’s strategic growth plans, technology strategy and 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 issues impacting the customer

• Create & maintain actionable account plans to guide develop strategies and identify new 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, 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

• Negotiates contract terms on SaaS deals

• Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan 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/or Returns Management Systems

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

• English plus an additional European language preferred

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

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.