Client Executive

Overview:
Seeking successful, experienced, character-driven, strategic Client Executive with previous supply chain management software solutions sales experience at the enterprise-level ($2B annual revenue and above) to sell world-class software solutions within the Manufacturing industry, specifically within Life Sciences | Med Tech. This is a hunter role focused on net-new logos.

Scope:

• Virtual-based opportunity: Ability to travel 50% or more within the

• Core responsibilities include driving 3x pipeline coverage on a 4 quarter rolling sales outlook by confidently representing the Blue Yonder products and portfolio of offerings

• Align with the core values of Blue Yonder to build trusted relationships with prospective customers

What You’ll Do:

• Determine and execute the strategy and sales processes for the allocated prospects

• Develop and deliver compelling value propositions based on ROI cost/benefit analysis

• Foster positive relationships with the wider sales organization.

• Identify and utilize appropriate internal resources to engage in sales cycles

• Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately

• Maintain accurate, comprehensive and updated deal information within Salesforce.com

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

• Actively understand each prospective customer’s technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the prospect

• Deliver Blue Yonder’s unique value proposition to prospects

• 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

• Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach

What We're looking for:

• High comfort level and presence with senior executives

• Bachelor’s degree and 8+ years' large software company experience with success selling enterprise-level, complex software sales.

• Supply chain management solutions + license and services experience. Cloud and ERP sales experience is a plus

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

• Proven experience selling Consulting, Cloud and Education Services ($200K and above)

• Experience in a team-based selling environment.

• Exceptional presentation, facilitation, communication and negotiation skills

• Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions)

• Experience and success selling Implementation consulting services ($200K and above)

• Proven sales quota attainment track record ($2-3M annual quota achievement and above)

• Proven new business development skills

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