Account Executive

Blue Yonder; Milano; In loco; EUR 80.000 - 120.000; Tempo pieno

Descrizione del lavoro

A leading company in the software solutions industry is searching for a Key Account Director to enhance customer relationships and develop strategic account plans. This role requires extensive experience in enterprise software sales and an understanding of the supply chain industry. The Key Account Director will manage the end-to-end relationship with clients and drive initiatives to expand business opportunities.

Competenze

• 7+ years of enterprise software sales experience.
• Proven business acumen and revenue forecasting.
• Ability to build and execute strategic customer roadmaps.

Mansioni

• Identify and close expansion opportunities within allocated accounts.
• Develop account-specific sales strategies to ensure revenue targets.
• Negotiate new contract terms for SaaS renewals.

Conoscenze

Negotiation

Strategic Planning

Customer Relationship Management

Sales Pipeline Management

Industry Knowledge (Supply Chain)

Fluency in Italian

Formazione

Bachelor's Degree

Strumenti

CRM Software

MS Office

Descrizione del lavoro

Overview

Blue Yonder is seeking a Key Account Director with a proven track record to sell software solutions in our Retail vertical. The Key Account Director owns the Customer Relationship and are tasked with establishing business-owner relationships, understanding business needs, and developing end-to-end account plans and strategies to expand Blue Yonder’s penetration within these accounts. They are individual contributors that target opportunities, develop account specific sales strategies and close new opportunities.

What You’ll Do

• Serves as the point person to identify, prioritize, pursue and close expansion opportunities within allocated accounts and for maintaining the end-to-end relationship with the customers

• Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth.

• Develop relationships in these customers and manage sales pipeline, prospect and assess sales, and move multiple transactions simultaneously through the sales pipeline

• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize value

• Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)

• 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. Oversee all commercial activities within accounts and across theaters, owning the end-to-end relationship and success

• 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 new contract terms on all SaaS renewals

What We’re Looking For

• 7+ years’ sales experience with enterprise software sales for a high-growth company

• Proven business acumen and revenue forecasting in an Account Management or Key Account Director 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. Previous supply chain management solutions sales experience at the enterprise-level ($2B annual revenue and above) is highly preferred.

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

• Ability to travel 50% or more within region

• Fluency in Spanish and/or Italian

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.