Key Account Director - Karlsruhe, Deutschland - Blue Yonder
Beschreibung
Primary ResponsibilitiesServes 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 customers
Develop 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 pipeline
Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize value
Establish 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 customer
Create & 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 success
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 new contract terms on all SaaS renewals
Qualifications:
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.
Proven business acumen and revenue forecasting in an Account Management 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
Expert knowledge of Supply Chain industry
Bachelor's degree from an accredited college or university or relevant experience
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
- Diversity, Inclusion, Value & Equality (DIVE)
Diversity Report
which outlines our commitment to change, and our
video
celebrating the differences in all of us in the words of some of our associates from around the world.
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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