Account Executive

Blue Yonder•Coppell, TX

40d•$130,000 - $150,000•Remote

About The Position

Blue Yonder is seeking a successful, strategic Account Executive with enterprise-level software sales experience (targeting companies with $2B+ annual revenue) to sell into Consumer Packaged Goods accounts. This is a hunter role focused on acquiring net-new customers. The ideal candidate will possess a consultative sales approach, achieve and exceed quota targets, and develop compelling value propositions based on ROI analysis. Responsibilities include fostering strong customer relationships, collaborating with the sales organization, identifying and utilizing internal resources, understanding customer business plans and strategies, maintaining accurate deal information in Salesforce, staying updated on customer technology footprints and industry trends, conducting customer discovery sessions, and delivering innovative presentations. The role also requires understanding Value Engineering, benchmarking, and ROI data to support customer decision-making.

Requirements

High comfort level and presence with senior executives
Bachelor’s degree
5+ years large software company experience with success selling enterprise-level, complex software sales preferably in the CPG vertical
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 new business development skills
Experience and success selling in a team based environment
Outstanding presentation, facilitation, communication and negotiation skills

Nice To Haves

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

Responsibilities

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