Account Executive

Job Summary The Account Executive is responsible for closing net new business and for all opportunities and accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible.  They will collaborate with pre-sales and post-sales support resources throughout sales campaigns. They will serve prospects in a trusted advisor role by always keeping their best interests at the forefront, being available to prospects in a consultative capacity even during those times the prospect is not in the market. The Account Executive will be viewed as an expert in the space, bringing thought leadership to prospects to generate interest in Blue Yonder. Primary Responsibilities

• Develop effective territory strategy and account-specific win plans to aggressively grow the base to exceed revenue target delivery.
• Aggressively prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.
• Gain a deep understanding of the prospects’ processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction.  Develop and grow relationships within assigned accounts.
• Connect prospect’s business objectives (both functional and corporate) with Blue Yonder solutions. Deploy a buyer-centric, value-focused approach to demonstrate Blue Yonder impact on customers’ business objectives.
• Coordinate pre-sales, business development representatives, marketing, and industry subject matter experts to efficiently execute the sales process .
• Develop and manage interactions within the customer buying cycle using standard processes.  Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.
• Expertly navigate enterprise agreements to close leveraging value-selling principles to maintain favorable margins.
• Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in CRM and performing other tasks necessary to drive revenue and communicate activities to sales management.
• Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions.

Qualifications

• 5+ years of quota-carrying sales experience at a software/technology company
• Working knowledge of the supply chain management industry including Blue Yonder’s competitors
• Track record of qualifying and closing complex sales, particularly multi-year and subscription services
• Ability to create and foster relationships across C-suite executives and build consensus among the buying team
• Exceptional time and people management skills to marshal resources and advance opportunities
• Exceptional presentation, facilitation, communication and negotiation skills
• Bachelor’s degree or equivalent work experience
• Ability to travel 50% or more within region
• Fluent in Spanish and/or Italian

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.