Key Account Director

OverviewBlue 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 DoServes 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 customersDevelop 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 pipelineClearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize valueEstablish 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 customerCreate & 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 successDevelop 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 processBe proficient with a working knowledge and understanding across all Blue Yonder products and solutionsNegotiates new contract terms on all SaaS renewalsWhat We’re Looking For7+ years’ sales experience with enterprise software sales for a high-growth companyProven business acumen and revenue forecasting in an Account Management or Key Account Director roleProven ability to build and execute strategic customer roadmapDemonstrated ability to successfully influence and negotiate commercial agreementsExperience using CRM software and MS OfficeKnowledge 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 experienceAbility to travel 50% or more within regionFluency in Spanish and/or ItalianOur ValuesIf 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 ValuesAll 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.