Account Manager- Automotive
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 requires enterprise-level software sales experience with companies generating $2 billion or more in annual revenue. The position is US-remote and requires the ability to travel up to 50%. The base salary range is $130,000–$150,000, with eligibility for an annual performance bonus or commission program depending on the position. The role also includes a benefits package with medical, dental, and vision coverage; a 401(k) with matching; flexible time off; a corporate fitness program; and voluntary benefits.
Requirements
- Bachelor's degree.
- At least 8 years of experience at a large software company, with success selling complex enterprise software.
- Experience selling supply chain management solutions, licenses, and services.
- Proven quota attainment, with annual quota achievement of $2 million or more.
- Experience selling Consulting, Cloud, and Education Services, with sales of $200,000 or more.
- Experience working 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 durations of at least 6 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 and ERP sales experience.
Responsibilities
- Determine and execute sales strategy and processes for allocated customers.
- Develop and deliver compelling value propositions based on ROI and cost-benefit analysis.
- Build and maintain strong relationships as a trusted advisor to customers and the internal sales organization.
- Identify and engage appropriate internal resources in sales cycles.
- Identify business plans and strategies, decision makers, key performance indicators, and budget constraints in each sales cycle, then plan and execute accordingly.
- Maintain accurate, comprehensive, up-to-date deal information in Salesforce.com.
- Achieve or exceed annual quota targets.
- Understand 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.
- Create and deliver customer presentations that position Blue Yonder solutions to help customers achieve or exceed their goals.
- Communicate Blue Yonder's value proposition to customers.
- Understand Value Engineering, benchmarking, and ROI data, and work with Sales and Value Engineering to use related tools effectively.
- Use a consultative sales approach characterized by humility, hunger, and sound judgment.
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
- Annual performance bonus or commission program, depending on the position
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What This Job Offers
Job Type
Full-time
Career Level
Senior
