Key Account Director

Location:

This is a US remote/virtual position

Overview:

Blue Yonder is seeking an Key Account Director with a proven track record of selling software solutions into Grocery/Convenience accounts. The successful candidate will be responsible for managing the expansion of existing contracts within assigned accounts while working closely with internal teams to provide a seamless customer experience.  Previous supply chain management solutions sales experience at the enterprise-level ($2B annual revenue and above) is highly preferred.

What You'll Do:

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

• Develop effective and specific account plans to ensure revenue target delivery and balanced growth. Develop relationships in new and existing customers and demonstrate to drive strategy through organization. Develop and manage sales pipeline, prospect and assess sales, and move a 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

• Negotiate terms on SaaS contracts

What We're Looking For: 

• 10+ years proven work experience and a track record of high performance as a customer facing Account Manager, Key Account Manager, Sales Account Manager or relevant role of complex software products or solutions.

• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level

• Proven business acumen and accurate revenue forecasting in an Account Management role

• Proven ability to build and execute strategic customer roadmap

• Demonstrated ability to successfully influence and negotiate commercial agreements

• Value Engineering fluency (ROI, TCO, benchmarks) to de-risk customer decisions

• Expert knowledge of Supply Chain industry

• Remote opportunity: ability to travel 50% or more within the U.S.

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

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The salary range for this position is $152,311.10  to $197,688.89 USD

The salary range information provided, reflects the anticipated base salary range for this position based on current national data.  Minimums and maximums may vary based on location.  Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors.  In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: 

• Comprehensive Medical, Dental and Vision 

• 401K with Matching 

• Flexible Time Off 

• Corporate Fitness Program 

• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

At Blue Yonder, we are committed to a workplace that genu