Major Account Executive, Commerce (OMS) & Returns

JDA Software; Greater London; On-site; GBP 70,000 - 110,000; Full time

Job summary

Blue Yonder is seeking an experienced Enterprise Software Account Executive to drive new and existing business across the UK. You will own strategic account plans, manage a healthy pipeline, and close expansion opportunities with senior stakeholders.

You'll develop executive relationships, coordinate cross-functional teams, and present value-based business cases to win deals while partnering with sales enablement and customer success to ensure long-term growth.

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.

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 for trends.
• 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 ROI data.
• Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions.
• Negotiate contract terms on SaaS deals.
• Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan to win.

Skills

Enterprise software sales

Forecasting

Strategic account planning

Negotiation

CRM experience

Cross-functional collaboration

Education

Bachelor's degree

Tools

Salesforce

MS Office

Job description

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.
• Negotiate 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

Ours unite us. They are what drive our success – and the success of our customers.

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.

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. Collaboration, respect, and a great work-life balance earned us the title of "Best Place to Work- Employees' Choice" by Glassdoor.

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. With Blue Yonder, you can make more automated, profitable business decisions that deliver greater growth and re‑imagined customer experiences. Blue Yonder - Fulfill your Potential. ™ blueyonder.com

Company Information

Blue Yonder, Inc. 15059 N Scottsdale Rd, Ste 400 Scottsdale, AZ 85254