Account Manager

4 weeks ago


Scottsdale, Arizona, United States Blue Yonder Full time
Job Title: Account Manager

Edge Account Manager is responsible for selling Blue Yonder Edge/Third Party Product solutions using strategic solution selling methodologies. The AM will be responsible for certain verticals (LSP, Life Sciences specifically) and work with the software field sales team to provide additional value to our customers.

Responsibilities:
  • Owns the sales performance of new Hardware or 3rd party solutions to the assigned customers in the assigned vertical(s)
  • Accountable for achieving bookings plan for all new Edge technologies opportunities
  • Acts as a consultative arm and trusted advisor to Blue Yonder software customer base for Edge technology alignment
  • Develops and executes specific customer account strategies and tactical penetration plans
  • Maintains high levels of customer satisfaction and loyalty with customers
  • Develops compelling value propositions based on ROI cost/benefit analysis
  • Executes against the major steps of the sales process: find new business opportunities, qualify new opportunities, and close new business
  • Identifies and utilizes appropriate internal resources to engage in sales cycles
  • Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints
  • Maintains an accurate, comprehensive and updated sales forecast
  • Maintains an accurate, comprehensive, ongoing order tracking sheet to maintain order history
  • Manages interactions with customer during all phases of the sales cycle and serves as a focal point for customer services issue escalation as appropriate
  • Serves as a resource for customer references and provides strategic customer insight including current state of business, additional business opportunities, and challenges faced by the customer
  • Negotiates competitive pricing structures on behalf of the Blue Yonder customer base with hardware manufacturers
Qualifications:
  • Bachelor's Degree preferred
  • 5+ years Field or Inside Sales w/ experience in hardware or supply chain automation industry
  • Knowledge of Honeywell/Zebra products is preferred
  • Knowledge of Voice, AMR, and other warehouse automation technology highly valued
  • Personable, outgoing, helpful, able to initiate conversation and communications in an engaging manner
  • Proven track record of exceptional ability to cultivate new customer relationships and drive to closure
  • Experience working in a team sales environment
  • Knowledge of SF/CRM/Contact Manager software required; experience with Salesforce.com a plus
  • Manufacturing or Supply Chain experience a HUGE plus
  • Superior oral and written communication skills
  • Ability to operate in a joint selling motion with enterprise software sales
  • Up to 30% travel expected

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