Job Responsibilities
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.
Coordination with Account Executive and Customer Success Manager
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; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs.
Account Expansion 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.
Partnerships and Value Maximization
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.
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.
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