Develop account plans and winning strategies, in collaboration with extended account team, for key accounts in territory.
Build and execute on a business plan which demonstrates steps/activities, revenue components required to meet and exceed assigned revenue and customer satisfaction objectives within territory or portfolio of assigned accounts.
Form, build, lead, and be a member of a successful account sales team which drives Blue Yonder Strategy, revenue, customer growth and customer satisfaction
Develop, foster and sustain strong relationships as a trusted advisor to assigned customers, maintaining high levels of customer satisfaction and loyalty while maximizing Blue Yonder revenue and protecting Blue Yonder's interests.
Plan and conduct goal orientated customer meetings which maximizes positive deal or conflict resolution progress.
Position and sell the full value of Blue Yonder's products and services portfolio to maximize revenue, customer growth and customer satisfaction by leveraging a team selling model, a proactive, preemptive and consultative customer engagement model, and an established sales process.
Proactively research and analyze available customer situational information (Market data, Social Media, Customer Articles, etc.) to build and position a preemptive value proposition to a customer BEFORE they identify their own need.
Plan and conduct efficient and meaningful customer discovery sessions to gain valuable insight into your prospect's business and vision and provide clarity on how Blue Yonder products and services can help them achieve their goals.
Construct and deliver customer presentations and proposals which are concise, compelling and valuable in the eyes of the prospect or the customer.
Follow established Pre-Sales Processes for Software and Services
Properly manage opportunities and forecast within Salesforce.com in a timely manner.
Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration and giving the least number of concessions.
Follow established business practices processes for Sales in order to draft, have approved and legally negotiate (Terms and Conditions) contracts with customers in your territory.
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.
Job requirements:
Experienced working in a large software company with proven success in selling enterprise-level, complex software sales in large accounts.
Proven sales quota attainment record.
Proven account planning and new business development skills.
Outstanding presentation, facilitation, communication and negotiation skills.
