Account Manager - Life Sciences

Title: Account Manager

Synonymous

Job Title:

Sr Account Manager

Location: Remote in US

Expand existing relationships within assigned accounts; broadening the footprint, reach, and value-add impact for our customers and clients. Blend of a net new hunter and key account manager opportunity.

Seeking successful, experienced, character-driven, strategic Account or Client Executives with previous supply chain management software solutions sales experience at the enterprise-level ($2B annual revenue and above) to sell world-class software solutions within the Manufacturing industry, specifically within Life Sciences | Med Tech. This role is a trusted advisor to our current and prospective valued customers.

• Virtual-based opportunity:
  Ability to travel 50% or more within the U.S. Preferred locations:
  Northeast US
• Core responsibilities include driving 3x pipeline coverage on a 4 quarter rolling sales outlook by confidently representing the Blue Yonder products and portfolio of offerings.
• Responsible for developing executive and working-level relationships with assigned accounts, focused primarily on the finance, supply chain and IT divisions.
• Align with the core values of Blue Yonder included in a trusted advisor, consultative selling relationship with our customers.

• Determine and execute the strategy and sales processes for the allocated customers.
• Develop and deliver compelling value propositions based on ROI cost/benefit analysis.
• Develop and foster a strong relationship as a trusted advisor to customers.
• Foster positive relationships with the wider sales organization.
• Identify and utilize appropriate internal resources to engage in sales cycles.
• Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately.
• Maintain accurate, comprehensive and updated deal information within
• Achieve / exceed quota targets annually. These will be described upon contract value.
• Actively understand each named customer's technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the customer or prospect.
• Conduct weekly customer discovery sessions to gain valuable insight at prospect accounts. Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals.
• Deliver Blue Yonder's unique value proposition to prospects.
• Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer's decision process. Work with Sales and VE to deploy tools effectively.
• Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach.

• High comfort level and presence with senior executives.
• Bachelor's degree and 8+ years' large software company experience with success selling enterprise-level, complex software sales.
• Supply chain management solutions + license and services experience. Cloud and ERP sales experience is a plus.
• Proven quota attainment record ($2M annual quota achievement and above).
• Proven experience selling Consulting, Cloud and Education Services ($200K and above).
• Experience in a team-based selling environment.
• Exceptional presentation, facilitation, communication and negotiation skills.
• Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions).
• Experience and success selling Implementation consulting services ($200K and above).
• Proven sales quota attainment track record ($2-3M annual quota achievement and above).
• Proven new business development skills.
• Outstanding presentation, facilitation, communication and negotiation skills.
• Outstanding customer-focused Account Management skills.

• Create and define sales opportunities through key stakeholder engagement and needs identification.
• Prospect & Qualify:
  Conduct research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritize opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursue opportunities with focus, drive, and persistence.
• Define Needs & Conduct Demos:
  Identify key account stakeholders and understand the influence each stakeholder has on purchasing decisions; collaborate with internal experts to help identify needs and shape solutions; conduct demos and meetings that may include client discovery, presentations, pitches, etc.
• Shape Solutions and Communicate Value:
  Leverage diagnosis of customer business needs and match with Blue Yonder services, drawing on technical expertise when necessary; use in-depth knowledge of all Blue Yonder's offerings to communicate in a compelling way that matches customer needs, provides proof of value, and…