Major Account/Customer Executive (WMS/TMS/3PL) at Blue Yonder in San Diego, California

Job Description:

Title
Major Account/Customer Executive (WMS/TMS/3PL)

Summary
We're looking for a successfulMajor Account/Customer Executive to sell WMS/TMS software solutions primarily into3PL accounts. Previous SCM (supply chain management) and SCE (supply chain execution) solutions sales experience at the enterprise-level ($2B annual revenue and above)highly desirable.

Location
This is a remote/virtual position.

Essential Experience, Skills and Qualifications
The job holder will be able to demonstrate a proven track record managing complex, large scale, multi-national sales from beginning to end, achieved with a Supply Chain Management (SCM) solutions business with a primary focus on Supply Chain Execution (SCE) Solutions (i.e. Warehouse Management Systems, Order Management Systems, Transport Management Systems or Supply Chain Planning applications).

Primary Duties and Responsibilities
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Develops effective and specific territory or customer account plans to ensure and exceed revenue target delivery and sustainable growth. Develop and foster strong relationships as a trusted advisor to customers and leverage to drive strategy through the organization.
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Achieve / exceed quota targets. These will be described upon contract value.
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Actively understand each customer's technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the customer or prospect.
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Plan and conduct efficient customer discovery sessions to gain valuable insight. Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals.
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Advance and close sales opportunities through the successful execution of the sales strategies and roadmaps. Manage interactions with customer during all phases of the sales cycle. Serve as a point contact for customer service issues or escalations and elevate unresolved customer issues as appropriate.
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Sell value.
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Understand Blue Yonder's competition and effectively position solutions against them to meet or exceed customer needs.
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Participate in the development and delivery of comprehensive business plans to address customer priorities and pain points. 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.
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Leverage support organizations including Marketing, Inside Sales, Partners and channels to funnel pipeline into the assigned customer territory.
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Orchestrate resources: deploy appropriate teams to execute winning sales. Develop coordination skills and leadership skills of remote teams to successfully close new business.
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Maintain CRM system (i.e. Salesforce) with accurate customer and pipeline information. Update software sales forecast accurately.
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Maximize the value of all sales support organizations and ensure teams and Partners are well versed in each account strategy.
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Balance deal transaction acceleration through effective negotiations with prospects or customers during a sales cycle.
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Follow established business processes for Services in order to draft, have approved and legally negotiate (Terms and Conditions) the contracts with our customers.
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Follow established delivery handoff procedure as applicable for Support, Cloud, Consulting and Education in order to ensure customers efficiently, transparently and fluidly transition from sales to delivery.

Qualifications
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8+ years large software company experience with success selling enterprise-level, complex software sales.
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Cloud and ERP sales experience; SCM (supply chain management) and SCE (supply chain execution) solutions + license and services experience.
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Has extensive experience in selling to the SCE sector.
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Maintains a strong knowledge of SCE industry trends and can articulate them to customers and internal contacts.
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Operational Warehouse and Logistics backgrounds preferred.
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Proven quota attainment record ($2M annual quota achievement and above).
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Experience in a team-based selling environment.
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Exceptional presentation, facilitation, communication and negotiation skills.
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Virtual-based opportunity: Ability to travel 50% or more within the U.S.
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Bachelor's degree; equivalent experience also considered.

*LI-TL1

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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..