Account Executive- Auto

Blue Yonder•Coppell, TX

32d•Remote

About The Position

Blue 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.

Requirements

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

Nice To Haves

SCM (supply chain management) and SCE (supply chain execution) preferred experience

Responsibilities

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