Blue Yonder
Account Manager
Blue Yonder, Dallas, Texas, United States, 75215
Create and define sales opportunities through key stakeholder engagement and needs identification.Responsibilities:
Prospect & Qualify:
Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence.Define Needs & Conduct Demos:
Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc.Shape Solutions and Communicates Value:
Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers.Propose, Negotiate, & Agree:
For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties.Coordinates with Account Executive and Customer Success Manager to implement agreed solutions.Implementation:
Setup & Onboard:
Proactively leads account transition process from Account Executive; leverages key customer needs and insights from the Account Executive team or previous customer engagement, to ensure that the solution is developed and implemented in alignment with the customer agreement; provides additional documentation and notes on the customer gathered during the selling process (including notes on needs, specific stakeholders, attitudes and behaviors, perceptions of Blue Yonder, etc.).Implement Solutions:
Oversees the implementation of initiatives and programs, from program set-up and launch through execution, to ensure optimization of value for Blue Yonder and the customer and delivery to defined standards; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs; ensures mobilization of key resources to support successful implementation, including technical, legal and finance; leads discussions and collaborates with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship.Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention.Account Management:
Lead Account Management & Drive Customer Success:
Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders.Cross Sell & Up Sell:
Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain.Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value.Renewals:
Renew Subscriptions:
Build strategic, long-term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals.Maximize & Reinforce Value:
Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery.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 include:Comprehensive Medical, Dental and Vision401K with MatchingFlexible Time OffCorporate Fitness ProgramWellbeing DaysA 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 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.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.
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Prospect & Qualify:
Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence.Define Needs & Conduct Demos:
Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc.Shape Solutions and Communicates Value:
Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers.Propose, Negotiate, & Agree:
For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties.Coordinates with Account Executive and Customer Success Manager to implement agreed solutions.Implementation:
Setup & Onboard:
Proactively leads account transition process from Account Executive; leverages key customer needs and insights from the Account Executive team or previous customer engagement, to ensure that the solution is developed and implemented in alignment with the customer agreement; provides additional documentation and notes on the customer gathered during the selling process (including notes on needs, specific stakeholders, attitudes and behaviors, perceptions of Blue Yonder, etc.).Implement Solutions:
Oversees the implementation of initiatives and programs, from program set-up and launch through execution, to ensure optimization of value for Blue Yonder and the customer and delivery to defined standards; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs; ensures mobilization of key resources to support successful implementation, including technical, legal and finance; leads discussions and collaborates with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship.Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention.Account Management:
Lead Account Management & Drive Customer Success:
Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders.Cross Sell & Up Sell:
Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain.Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value.Renewals:
Renew Subscriptions:
Build strategic, long-term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals.Maximize & Reinforce Value:
Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery.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 include:Comprehensive Medical, Dental and Vision401K with MatchingFlexible Time OffCorporate Fitness ProgramWellbeing DaysA 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 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.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.
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