Create and define sales opportunities through key stakeholder engagement and needs identification.
1. Prospect & Qualify: Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence.
2. Define Needs & Conduct Demos: Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc.
3. Shape Solutions and Communicates Value: Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers.
4. Propose, Negotiate, & Agree: For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties.
Coordinates with Account Executive and Customer Success Manager to implement agreed solutions.
1. Setup & Onboard: Proactively leads account transition process from Account Executive; leverages key customer needs and insights from the Account Executive team or previous customer engagement to ensure that the solution is developed and implemented in alignment with the customer agreement; provides additional documentation and notes on the customer gathered during the selling process.
2. Implement Solutions: Oversees the implementation of initiatives and programs, from program set-up and launch through execution, to ensure optimization of value for Blue Yonder and the customer and delivery to defined standards; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs; ensures mobilization of key resources to support successful implementation.
Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention.
1. Lead Account Management & Drive Customer Success: Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share.
2. Cross Sell & Up Sell: Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis/synthesis of information from multiple sources.
Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value.
1. Renew Subscriptions: Build strategic, long-term business partnerships leading to sustained renewal business; manage customer retention by proactively discussing renewals during business reviews.
2. Maximize & Reinforce Value: Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products.
Our Values
If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values.
Diversity, Inclusion, Value & Equity (DIVE) is our strategy for fostering an inclusive environment we can be proud of.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
About Us
Who are we?
We are a proven, passionate bunch of disruptors. Our work is all about tapping into your potential so we can deliver the best solutions and customer experiences on the planet.
What do we do?
Blue Yonder is the world leader in digital supply chain and omni-channel commerce fulfillment. Our intelligent, end-to-end platform enables retailers, manufacturers and logistics providers to seamlessly predict, pivot and fulfill customer demand.
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