Major Account Executive, Commerce (Oms) & Returns

Blue Yonder; England; On-site; GBP 70,000 - 110,000; Full time

Job summary

Blue Yonder is seeking an Enterprise Sales Executive in the UK to drive expansion across new and existing customers. You will build strategic account plans, manage and qualify a robust pipeline, and develop executive relationships across internal teams to win SaaS deals.

Expect collaboration with customer success, solution consulting, and professional services to maximize value for clients. You will communicate progress to stakeholders, stay ahead of market trends, and negotiate terms while

Qualifications

• Experience selling enterprise software to large customers.
• Strong business acumen with revenue forecasting in account management or sales.
• Ability to develop and execute strategic customer roadmaps.
• Proven negotiation of commercial agreements.
• Proficient in CRM software and MS Office.
• Knowledge of the Supply Chain industry.
• Knowledge of Order Management and Returns Management Systems.
• Bachelor's degree from an accredited college or university (or equivalent experience).
• English plus an additional European language preferred.

Responsibilities

• Act as the main point person to identify, prioritize, pursue, and close expansion opportunities with new and existing customers.
• Develop strategic account plans to ensure revenue targets and balanced growth.
• Manage the sales pipeline, qualify opportunities, and move multiple deals through the pipeline.
• Develop executive relationships with customers and collaborate with internal teams.
• Communicate monthly/quarterly progress to stakeholders.
• Coordinate internal resources to maximize value propositions and win deals.
• Gain knowledge of customer requirements and drive value delivery.
• Create business presentations to shape a winning narrative and messaging.
• Understand each account's growth plans, tech strategy, and the competitive landscape.
• Create and maintain actionable account plans to guide strategies and opportunities.
• Deliver a comprehensive business plan addressing priorities and hurdles with ROI data.
• Be proficient with Blue Yonder products and solutions.
• Negotiate contract terms on SaaS deals.
• Update Salesforce with timely updates and share progress, risks, and plans.

Skills

Enterprise software sales

Business acumen & forecasting

Strategic account roadmaps

Negotiation of commercial agreements

CRM software & MS Office

Knowledge of Supply Chain industry

Order Management / Returns Management

English plus European language

Education

Bachelor's degree from an accredited college or university

Job description

Primary Responsibilities

• Serves as the point person toidentify, prioritize,pursueand close expansion opportunities within newand existingcustomers

• 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

• Developexecutiverelationships innew and existingcustomers,as well as relationshipswith 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 maximizecustomervaluepropositions and win deals

• Gainknowledge of customer requirements anddriveto value (value of counsel andexpertise, value of solutions, value of implementationexpertise)

• Create business presentations thatshape a winning narrative and effectively advancemessaging

• Actively understands each account’s strategic growth plans, technologystrategyand 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 issuesimpactingthe customer

• Create &maintainactionable account plans to guide develop strategies andidentifynew 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,benchmarkingand 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 SaaSdeals

• Update Salesforce withtimelyupdates and complete internal documents that share progress, risks,challengesandplan 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/orReturns Management Systems

• Bachelor's degree from an accredited college or university or relevant experience

• English plus anadditionalEuropean 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

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.