Account Manager- Life Sciences
About The Position
Overview: Blue Yonder is seeking a successful, experienced, character-driven, strategic Account Manager with previous supply chain management software solutions sales experience at the enterprise-level ($2B annual revenue and above) to sell world-class software solutions within the Manufacturing industry, specifically within Life Sciences | Med Tech. This role is a trusted advisor to our current and prospective valued customers. Location: US-Remote with the ability to travel up to 50% What You’ll Do: Determine and execute the strategy and sales processes for the allocated customers Develop and deliver compelling value propositions based on ROI cost/benefit analysis Develop and foster a strong relationship as a trusted advisor to customers as well as the internal sales organization Identify and utilize appropriate internal resources to engage in sales cycles Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately Maintain accurate, comprehensive and updated deal information within Salesforce.com Achieve / exceed quota targets annually 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 Deliver Blue Yonder’s unique value proposition to prospects Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and VE to deploy tools effectively Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach
Requirements
- High comfort level and presence with senior executives
- Bachelor’s degree and 8+ years' large software company experience with success selling enterprise-level, complex software sales
- Supply chain management solutions + license and services experience
- Proven quota attainment record ($2M annual quota achievement and above)
- Proven experience selling Consulting, Cloud and Education Services ($200K and above)
- Experience in a team-based selling environment
- Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions)
- Experience and success selling Implementation consulting services ($200K and above)
- Proven new business development skills
- Outstanding presentation, facilitation, communication and negotiation skills
Nice To Haves
- Cloud and ERP sales experience is a plus
Responsibilities
- Determine and execute the strategy and sales processes for the allocated customers
- Develop and deliver compelling value propositions based on ROI cost/benefit analysis
- Develop and foster a strong relationship as a trusted advisor to customers as well as the internal sales organization
- Identify and utilize appropriate internal resources to engage in sales cycles
- Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately
- Maintain accurate, comprehensive and updated deal information within Salesforce.com
- Achieve / exceed quota targets annually
- 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
- Deliver Blue Yonder’s unique value proposition to prospects
- Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process
- Work with Sales and VE to deploy tools effectively
- Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach
Benefits
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Number of Employees
1,001-5,000 employees
