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 customersDevelop 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 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 solutionsNegotiate terms on SaaS contractsWhat 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-levelProven business acumen and accurate revenue forecasting in an Account Management roleProven ability to build and execute strategic customer roadmapDemonstrated ability to successfully influence and negotiate commercial agreementsValue Engineering fluency (ROI, TCO, benchmarks) to de-risk customer decisionsExpert knowledge of Supply Chain industryRemote opportunity: ability to travel 50% or more within the U.S.Bachelor's degree from an accredited college or university or relevant experience-------------------------------------------The salary range for this position is $152,311.10  to $197,688.89 USDThe 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 moreAt Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.Our 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.