Account Manager- Automotive

Blue Yonder • Dallas, TX

13h • Remote

About The Position

Blue Yonder is seeking an experienced, strategic Account Manager to sell supply chain management software solutions to enterprise customers in the manufacturing industry, specifically automotive. The role serves as a trusted advisor to current customers and works with internal sales teams and resources to develop and execute customer strategies, build value propositions, and achieve sales targets. The position is US-remote and requires the ability to travel up to 50%.

Requirements

• Bachelor’s degree.
• At least 8 years of experience at a large software company, with success selling complex enterprise-level software.
• Experience selling supply chain management solutions, licenses, and services.
• Proven quota attainment of $2 million annually or more.
• Experience selling consulting, cloud, and education services, with sales of $200,000 or more.
• Experience in a team-based selling environment.
• Success selling high-value, long-lead-time enterprise software solutions, with individual transactions of $500,000 or more and sales cycles of at least six months.
• Experience and success selling implementation consulting services of $200,000 or more.
• Proven new-business-development skills.
• Outstanding presentation, facilitation, communication, and negotiation skills.
• Comfort and presence when engaging with senior executives.

Nice To Haves

• Cloud sales experience.
• ERP sales experience.

Responsibilities

• Determine and execute sales strategies and processes for allocated customers.
• Develop and deliver compelling value propositions based on ROI and cost-benefit analysis.
• Build trusted-advisor relationships with customers and the internal sales organization.
• Identify and use appropriate internal resources throughout sales cycles.
• Identify each customer’s business plan and strategy, key decision makers, performance indicators, and budget constraints, then plan and execute accordingly.
• Maintain accurate, comprehensive, up-to-date deal information in Salesforce.com.
• Achieve or exceed annual quota targets.
• Stay informed about each named customer’s technology footprint, strategic growth plans, technology strategy, competitors, and relevant industry trends and issues.
• Conduct weekly customer discovery sessions to gain insight at prospect accounts.
• Develop and deliver innovative customer presentations that position Blue Yonder solutions to help customers achieve or exceed their goals.
• Present Blue Yonder’s value proposition to customers.
• Understand Value Engineering, benchmarking, and ROI data, and work with Sales and Value Engineering to use supporting tools effectively.
• Use a humble, hungry, and smart consultative approach to selling.

Benefits

• Comprehensive medical, dental, and vision coverage.
• 401(k) with matching.
• Flexible time off.
• Corporate fitness program.
• Voluntary benefits, including legal plans, accident and hospital indemnity coverage, and pet insurance.
• Eligibility to participate in either an annual performance bonus or commission program, depending on the position.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior