Major Account Manager

The Major Account Manager is responsible for managing and growing a portfolio of high-value strategic accounts. This role is a trusted advisor to customer executives, accountable for customer success, retention, renewal, and profitable expansion of services. The Major Account Manager coordinates cross-functional teams to deliver measurable business outcomes and ensure long-term relationships. Key responsibilities * Own a portfolio of major enterprise accounts: serve as primary commercial and relationship owner. * Develop strategic account plans aligned to customer business objectives and company goals. * Drive revenue growth through renewals, upsell, cross-sell and expansion opportunities. * Identify and qualify new opportunities within assigned accounts; build and manage opportunity pipeline. * Lead executive-level engagement, including regular business reviews and strategic planning sessions. * Coordinate delivery, professional services, support, product and finance teams to ensure successful contract execution and high customer satisfaction. * Negotiate commercial terms and contract renewals ensuring profitable outcomes. * Track account performance and health; proactively resolve risks and escalate where needed. * Maintain accurate CRM records, forecasts and activity reports. * Act as customer advocate inside the company; feed market and customer insights to product and marketing teams. * Represent the company at customer events, industry conferences and executive briefings as required. Key performance indicators (KPIs) * Net revenue retention (NRR) / renewal rate * Account growth / upsell revenue * Annual recurring revenue (ARR) from portfolio * Customer satisfaction (CSAT/NPS) or equivalent * Sales pipeline coverage and forecast accuracy * Deal cycle time and margin on renewals/expansions * Churn rate and at-risk account resolution time Required qualifications & experience * Bachelor’s degree in Business, Supply Chain, Logistics, Engineering or related field (or equivalent experience). * 6+ years of B2B enterprise account management or strategic sales experience; experience managing major/strategic accounts. * Proven track record of meeting or exceeding revenue and retention targets. * Experience working with complex, multi-stakeholder enterprise customers and long sales cycles. * Strong commercial acumen and contract negotiation skills. * Experience with CRM systems (e.g., Salesforce) and commercial forecasting. **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.