Primary Responsibilities Serves as the point person to identify, prioritize, pursue and close expansion opportunities within new and existing customers Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth Manage sales pipeline, qualify opportunities, and move multiple transactions simultaneously through the sales pipeline Develop executive relationships in new and existing customers, as well as relationships with internal teams for strong collaboration Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders Coordinate internal resources (CSMs, Solution Consultants, Professional Services, etc.) to maximize customer value propositions and win deals Gain knowledge of customer requirements and drive to value (value of counsel and expertise, value of solutions, value of implementation expertise) Create business presentations that shape a winning narrative and effectively advance messaging 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 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 Negotiates contract terms on SaaS deals Update Salesforce with timely updates and complete internal documents that share progress, risks, challenges and plan to win Qualifications Experience with enterprise software sales Proven business acumen and revenue forecasting in an Account Management/ Sales Executive role Proven ability to build and execute strategic customer roadmap Demonstrated ability to successfully influence and negotiate commercial agreements Experience using CRM software and MS Office Knowledge of Supply Chain industry Knowledge of Order Management Systems and/or Returns Management Systems Bachelor's degree from an accredited college or university or relevant experience English plus an additional European language preferred Our Values If 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 Values 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. A Culture, Not just a Company Our culture is built on collaboration, respect and having fun whenever possible. This along with ensuring we live our Core Values, enables us to learn, grow, create customer value, and manage the well-being of our collective ecosystem of partners, customers and associates alike. We rise each day with an unwavering commitment to lifelong learning, collaborating with respect, and operating with integrity. What do we do? Blue Yonder is the AI company for supply chain. As the world leader in end-to-end digital supply chain transformation, Blue Yonder offers a unified, AI-driven platform and multi-tier network that empowers businesses to operate sustainably, scale profitably, and delight their customers—all at machine speed. A pioneer in applying AI solutions to the most complicated supply chain challenges, Blue Yonder’s modern innovations and unmatched industry expertise help more than 3,000 retailers, manufacturers, and logistics service providers confidently navigate supply chain complexity and disruption. “Blue Yonder” is a trademark or registered trademark of Blue Yonder Group, Inc. Any trade, product or service name referenced in this document using the name “Blue Yonder” is a trademark and/or property of Blue Yonder Group, Inc. Blue Yonder, Inc. - Administrative Office 15059 N Scottsdale Rd Suite 350 Scottsdale, AZ 85254-2666

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