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Blue Yonder · 5 days ago

Account Manager - Life Sciences

Coppell, TX

Full-time

Hybrid

Senior Level, Lead/Staff

$130K/yr - $150K/yr

8+ years exp

Blue Yonder is a company focused on providing world-class software solutions within the Manufacturing industry, particularly in Life Sciences. They are seeking an experienced Account Manager to expand relationships within assigned accounts and drive sales growth while acting as a trusted advisor to customers.

Computer Software

Growth Opportunities

H1B Sponsor Likely

Responsibilities

Determine and execute the strategy and sales processes for the allocated customers

Develop and deliver compelling value propositions based on ROI cost/benefit analysis

Develop and foster a strong relationship as a trusted advisor to customers

Foster positive relationships with the wider sales organization

Identify and utilize appropriate internal resources to engage in sales cycles

Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately

Maintain accurate, comprehensive and updated deal information within Salesforce.com

Achieve / exceed quota targets annually. These will be described upon contract value

Actively understand each named customer’s technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the customer or prospect

Conduct weekly customer discovery sessions to gain valuable insight at prospect accounts. Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals

Deliver Blue Yonder’s unique value proposition to prospects

Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and VE to deploy tools effectively

Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach

Create and define sales opportunities through key stakeholder engagement and needs identification

Prospect & Qualify: Conducts research to gain a deep understanding of the evolving industry landscape and customer strategies, to identify and qualify opportunities in current accounts; prioritizes opportunities across accounts based on total potential, likely profitability, and probability of success; proactively pursues opportunities with focus, drive, and persistence

Define Needs & Conduct Demos: Identifies key account stakeholders and understands the influence each stakeholder has on purchasing decisions; collaborates with internal experts to help identify needs and shape solutions; conducts demos and meetings that may include client discovery, presentations, pitches, etc

Shape Solutions and Communicates Value: Leverages diagnosis of customer business needs and matches with Blue Yonder services, drawing on technical expertise when necessary; uses in-depth knowledge of all Blue Yonder’s offerings to communicate in a compelling way that matches customer needs, provides proof of value, and differentiates the organization from other providers

Propose, Negotiate, & Agree: For additional business within existing customers, leads the response to Requests for Proposals (RFPs) including presenting insights and recommendations to senior leaders, drafting quotes, negotiating contracts, and constructing compelling value propositions; sustains focus and contact on the customer to facilitate a positive decision and ensure that the contract is agreed upon to the satisfaction of both parties

Coordinates with Account Executive and Customer Success Manager to implement agreed solutions

Setup & Onboard: Proactively leads account transition process from Account Executive; leverages key customer needs and insights from the Account Executive team or previous customer engagement, to ensure that the solution is developed and implemented in alignment with the customer agreement; provides additional documentation and notes on the customer gathered during the selling process (including notes on needs, specific stakeholders, attitudes and behaviors, perceptions of Blue Yonder, etc.)

Implement Solutions: Oversees the implementation of initiatives and programs, from program set-up and launch through execution, to ensure optimization of value for Blue Yonder and the customer and delivery to defined standards; monitors customer satisfaction through the implementation process and acts as an advocate for customer needs; ensures mobilization of key resources to support successful implementation, including technical, legal and finance; leads discussions and collaborates with the Technical Account Manager and Customer Success Manager to ensure that the value promise is delivered across the lifecycle of the customer relationship

Actively seek additional opportunities to drive account expansion, profitable growth, market share, and customer retention

Lead Account Management & Drive Customer Success: Leads the account team to define, communicate, and agree on ambitious objectives for each account; implements account plans to maximize retention, profitability, revenue growth, and market share in the context of the broader business strategy and business plan; gain internal alignment by validating insights across internal stakeholders

Cross Sell & Up Sell: Complete needs discovery and validation of new opportunities in existing accounts through stakeholder engagement and analysis / synthesis of information from multiple sources, to identify and prioritize business opportunities within the account in the context of the broader customer value chain

Foster partnerships with senior decision makers within accounts to sustain business revenue through renewal of agreements and maximize delivery of mutual value

Renew Subscriptions: Build strategic, long-term business partnerships leading to sustained renewal business, including sharing insights and information about market trends, technological innovation, customer needs, and expanding relationships and connections within the customer and across the industry; manage customer retention by proactively discussing renewals during business reviews, leading renewal contract negotiations, and securing renewals

Maximize & Reinforce Value: Develops and communicates an effective business case that reinforces the value of customer relationships through ongoing reinforcement of value delivered through Blue Yonder products and value propositions and strategizing for further needs discovery

Qualification

Supply chain managementEnterprise software salesConsultative sellingCloud sales experienceAccount managementPresentation skillsTeam-based sellingNegotiation skillsCommunication skillsCustomer-focused

Required

High comfort level and presence with senior executives

Bachelor's degree and 8+ years' large software company experience with success selling enterprise-level, complex software sales

Supply chain management solutions + license and services experience. Cloud and ERP sales experience is a plus

Proven quota attainment record ($2M annual quota achievement and above)

Proven experience selling Consulting, Cloud and Education Services ($200K and above)

Experience in a team-based selling environment

Exceptional presentation, facilitation, communication and negotiation skills

Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions)

Experience and success selling Implementation consulting services ($200K and above)

Proven sales quota attainment track record ($2-3M annual quota achievement and above)

Proven new business development skills

Outstanding presentation, facilitation, communication and negotiation skills

Outstanding customer-focused Account Management skills

Benefits

Comprehensive Medical, Dental and Vision

401K with Matching

Flexible Time Off

Corporate Fitness Program

A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

Company

Blue Yonder

Glassdoor4.2

Blue Yonder is the AI company for supply chain.

Founded in 1985

Scottsdale, Arizona, US

5001-10000 employees

https://blueyonder.com/

H1B Sponsorship

Blue Yonder has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Represents job field similar to this job

Trends of Total Sponsorships

2025 (92)

2024 (92)

2023 (65)

2022 (102)

2021 (97)

2020 (75)