وصف الوظيفة
Role Overview
Sr Account Executive KSA at Blue Yonder, based in the Kingdom of Saudi Arabia, serving the Middle East and Africa region with focus on government and public sector sales.
Company Overview
Blue Yonder is a global leader in supply chain management solutions, offering advanced, AI-driven platforms to help businesses predict and fulfill demand in real-time. Our cloud-based solutions empower companies to optimize their inventory, labor, and logistics operations, driving enhanced efficiency, sustainability, and profitability.
Role Purpose
Identify, pursue, and close new sales opportunities within new customers in the public sector. Establish business-owner relationships, understand customer business needs, and develop end-to-end account plans and strategies to expand Blue Yonder's penetration into new accounts as an individual contributor.
Key Responsibilities
Account Development & Strategy
- Serve as the point person to identify, prioritize, pursue and close expansion opportunities within new customers and maintain the end-to-end relationship with customers.
- Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth.
- Create and maintain actionable account plans to guide development 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.
Pipeline & Opportunity Management
- Develop relationships in new customers and manage sales pipeline, prospect and assess sales, and move multiple transactions simultaneously through the sales pipeline.
- Target opportunities and develop account-specific sales strategies to close new opportunities.
Customer Intelligence & Planning
- Actively understand each account's strategic growth plans, technology strategy and the competitive landscape.
- Review public information such as new executive appointments, earnings statements, and press releases for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
- 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.
Stakeholder Communication & Negotiation
- Clearly communicate the progress of monthly and quarterly initiatives to internal and external stakeholders.
- Coordinate internal resources such as Customer Success Management and Solutions Engineering to maximize value.
- Establish positive relationships based on knowledge of customer requirements and dedication to value, including value of counsel and expertise, value of solutions, and value of implementation expertise.
- Negotiate new contract terms on all SaaS renewals.
- Demonstrate ability to successfully influence and negotiate commercial agreements.
Product & Solution Knowledge
- Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions.
Qualifications & Experience
- 7+ years of sales experience with enterprise software sales for a high-growth company.
- Proven business acumen and revenue forecasting in an Account Management or Sales Executive role.
- Proven ability to build and execute strategic customer roadmap.
- Knowledge of Supply Chain industry.
- Bachelor's degree from an accredited college or university or relevant experience.
- Ideally fluent in Arabic and English language.
Skills & Competencies
- Proficiency with CRM software and MS Office.
- Supply chain industry knowledge.
- Ability to build and execute strategic customer roadmaps.
- Demonstrated ability to successfully influence and negotiate commercial agreements.
Additional Information
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.