Job description
Role Overview
Senior Account Executive, Kingdom of Saudi Arabia with Blue Yonder. The role is based in the Middle East Africa (MEA) region with particular focus on the Kingdom of Saudi Arabia.
Company Overview
Blue Yonder is a high-growth software company serving supply chain markets across manufacturing, retail, and FMCG sectors.
Role Purpose
Identify, pursue, and close new sales opportunities within enterprise customers while establishing and maintaining strategic business-owner relationships. Develop end-to-end account plans and strategies to expand Blue Yonder's penetration into new accounts and drive revenue growth in the MEA region.
Key Responsibilities
Sales Generation & Pipeline Management
- Serve as the point person to identify, prioritize, pursue, and close expansion opportunities within new customers.
- Develop relationships in new customers and manage sales pipeline, prospect and assess sales, and move multiple transactions simultaneously through the sales pipeline.
- Target opportunities, develop account-specific sales strategies, and close new opportunities as an individual contributor.
Account Strategy & Planning
- Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth.
- Create and maintain actionable account plans to guide strategy development and identify new business opportunities.
- Build and execute strategic customer roadmaps.
- Actively understand each account's strategic growth plans, technology strategy, and competitive landscape.
- Review public information such as new executive appointments, earnings statements, and press releases to remain updated on key industry trends and issues impacting the customer.
- 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.
Business Development & Value Delivery
- Develop and deliver a comprehensive business plan to address customer priorities and hurdles.
- Use value justification, benchmarking, and return-on-investment data to support the customer decision process.
- 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.
- Maintain the end-to-end relationship with customers.
Stakeholder Communication & Coordination
- Clearly communicate the progress of monthly and quarterly initiatives to internal and external stakeholders.
- Coordinate internal resources including Customer Success Managers and Sales Engineers to maximize value.
Contract & Renewals
- Negotiate new contract terms on all SaaS renewals.
- Demonstrate ability to successfully influence and negotiate commercial agreements.
Product Knowledge
- Be proficient with 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.
- 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.
- Demonstrated ability to build and execute strategic customer roadmaps.
- 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.