Major Account Executive Commerce & Returns

Primary Responsibilities  * Serves as the point person to identify, prioritize, pursue and close expansion opportunities within new and existing customers  * Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth  * Manage sales pipeline, qualify opportunities, and move multiple transactions simultaneously through the sales pipeline  * Develop executive relationships in new and existing customers, as well as relationships with internal teams for strong collaboration  * Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders  * Coordinate internal resources (CSMs, Solution Consultants, Professional Services, etc.) to maximize customer value propositions and win deals  * Gain knowledge of customer requirements and drive to value (value of counsel and expertise, value of solutions, value of implementation expertise)  * Create business presentations that shape a winning narrative and effectively advance messaging   * Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape; review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer  * Create & maintain actionable account plans to guide develop strategies and identify new business opportunities; lead account relationships, persona profiling, and sales cycles  * Develop and deliver a comprehensive business plan to address customer's priorities and hurdles; use value justification, benchmarking and return-on-investment data to support decision process  * Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions  * Negotiates contract terms on SaaS deals   * Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan to win  Qualifications   * Experience with enterprise software sales  * Proven business acumen and revenue forecasting in an Account Management/ Sales Executive role  * Proven ability to build and execute strategic customer roadmap  * Demonstrated ability to successfully influence and negotiate commercial agreements  * Experience using CRM software and MS Office  * Knowledge of Supply Chain industry  * Knowledge of Order Management Systems and/or Returns Management Systems  * Bachelor's degree from an accredited college or university or relevant experience  * English plus an additional European language preferred  **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](https://blueyonder.com/about/core-values) 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.