OverviewBlue Yonder is seeking a successful, strategic Account Executive with software sales experience at the enterprise-level ($2B annual revenue and above) to sell primarily into Automotive OEM and Tier 1 suppliers. Preferred experience includes SCM (supply chain management) and SCE (supply chain execution). This is a hunter role targeting net-new logos.
Location: US-Remote with the ability to travel up to 50%
What You'll Do:- Possess a humble, hungry and smart approach to selling that translates to a consultative sales approach
- Determine and execute the strategy and sales processes for the allocated customers
- Achieve / exceed quota targets annually
- Develop and deliver compelling value propositions based on ROI cost/benefit analysis
- Develops and fosters a strong relationship as a trusted advisor to customers
- Fosters positive relationships with the wider sales organization
- Identifies and utilizes appropriate internal resources to engage in sales cycles
- Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately
- Maintains accurate, comprehensive and updated deal information within Salesforce.com
- Actively understand each named 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
- Conduct weekly customer discovery sessions to gain valuable insight at prospect accounts
- Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals
- Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer's decision process
What We're Looking For:- High comfort level and presence with senior executives
- Bachelor's degree and 5+ years large software company experience with success selling enterprise-level, complex software sales
- Automotive Industry experience - 5+ years experience with a deep understanding of the industry at nuanced level
- Cloud and ERP sales experience; supply chain management solutions + license and services experience
- Proven quota attainment record ($1.5M annual quota achievement and above)
- Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions)
- Proven experience selling Consulting, Cloud and Education Services ($200K and above)
- Proven new business development skills
- Experience and success selling in a team based environment
- Outstanding presentation, facilitation, communication and negotiation skills
- Experience collaborating in a team-based selling environment
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#LI-Remote
The base salary range for this position is: $130,000 - $150,000 USD
The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.
At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:
- Comprehensive Medical, Dental and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more
