The Sr Account Executive is responsible for identifying and generating new sales within new customers. They are tasked with establishing business-owner relationships, understanding business needs, and developing end-to-end account plans and strategies to expand Blue Yonder’s penetration in to new accounts. They are individual contributors that target opportunities, develop account specific sales strategies and close new opportunities.
Serves as the point person to identify, prioritize, pursue and close expansion opportunities within new customers and for maintaining the end-to-end relationship with the customers
Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth.
Develop relationships in new customers and manage sales pipeline, prospect and assess sales, and move multiple transactions simultaneously through the sales pipeline
Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize value
Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer
Create & maintain actionable account plans to guide develop strategies and identify new business opportunities. Lead account relationships, persona profiling, and sales cycles. Oversee all commercial activities within accounts and across theaters, owning the end-to-end relationship and success
Develop and deliver a comprehensive business plan to address customer’s priorities and hurdles. Use value justification, benchmarking and return-on-investment data to support decision process
Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions
Negotiates new contract terms on all SaaS renewals
Qualifications