Sales Expansion Specialist
Vor 3 Tagen
Job Summary
The Sales Expansion Specialist is responsible for identifying and generating new sales opportunities within Blue Yonder's existing customer base and new customers. They establish business-owner relationships, understand business needs, and develop end-to-end account plans and strategies to expand Blue Yonder's penetration within existing and new accounts.
Key Responsibilities
- Serve as the point person to identify, prioritize, pursue, and close expansion opportunities within new and existing Blue Yonder 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.
- Develop relationships in new and existing customers and manage sales pipeline, prospect, and assess sales, and move multiple transactions simultaneously through the sales pipeline.
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders and 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 understand 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 and 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-making processes.
- Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions.
- Negotiate new contract terms on all SaaS renewals.
Qualifications
- 7+ years' sales experience with enterprise software sales for a high-growth company.
- Proven business acumen and revenue forecasting in an Account Management/Sales Executive role.
- Proven ability to build and execute strategic customer roadmaps.
- Demonstrated ability to successfully influence and negotiate commercial agreements.
- Experience using CRM software and MS Office.
- Knowledge of the Supply Chain industry.
- Bachelor's degree from an accredited college or university or relevant experience.
- Fluent in German and English.
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