Account Manager

Overview:

• Develop and manage Manufacturing and/or Automotive sales efforts in the Japan Region.
• Presents an incredible opportunity to bolster and lead a highly talented team of sales professionals working collaboratively to further penetrate the expanding markets we serve.
• Will be a forward-thinking sales professional with a solid ERP License and Services experience capable of bringing innovation to our organization.
• 担当アカウントで割り当てられた収益・顧客満足度達成に必要なステップ・活動・　収益エンジンを示す事業計画（アカウントプラン）策定と実行。
• BY収益・顧客成長、顧客満足度促進、アカウントセールスチームの主導、担当顧客の信頼できるアドバイザ。
• 積極的にカスタマーの状況別分析、リサーチ(マーケットデータ活用・ソーシャルメディア・顧客記事など活用）。

必須要件

• 直販で業務システム(SW・SaaS等)担当経験（手組のシステムでの販売経験も可）。
• ビジネス英会話（TOEIC730点以上）。

優先要件

• コンサルの経験。
• SCM(特に製造・自動車)関連の経験。
• 高額のセールス経験($500K 以上)、取引期間6-12カ月間。
• パッケージS/Wの販売経験（＄200K以上）。

What you’ll do:

• Build a business plan which demonstrates steps/activities, revenue components required to meet and exceed assigned revenue and customer satisfaction objectives within territory or portfolio of assigned accounts.
• Form, build, lead, and be a member of a successful account sales team which drives Blue Yonder revenue, customer growth and customer satisfaction.
• Develop, foster and sustain strong relationships as a trusted advisor to assigned customers while maintaining high levels of customer satisfaction and loyalty while maximizing Blue Yonder revenue and Blue Yonder interests.
• Plan and conduct goal orientated customer meetings which maximizes positive deal or conflict resolution progress.
• Position and sell the full value of Blue Yonder 's product and services portfolio which maximizes revenue, customer growth and customer satisfaction by leveraging a team selling model, a proactive, preemptive and consultative customer engagement model, and an established sales process. 
• Proactively research and analyze available customer situational information (Market data, Social Media, Customer Articles, etc.) to build and position a preemptive value proposition to a customer BEFORE they identify their own need.
• Plan and conduct efficient and meaningful customer discovery sessions to gain valuable insight into your prospect's business and vision, and clarity about how your products and services can help them achieve their goals.
• Construct and deliver customer presentations which are concise, compelling and valuable in the eyes of the prospect or the customer.
• Follow established Pre-Sales Processes for Software and Services.
• Properly manage opportunities and forecast within Salesforce.com.
• Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration and giving the least amount of concessions.
• Follow established business practices processes for Services in order to draft, have approved and legally negotiate (Terms and Conditions) the contracts with our customers.
• Follow established delivery handoff procedure as applicable for Support, Cloud, Consulting and Education in order to ensure customers efficiently, transparently and fluidly transition from Sales to Delivery.

What we are looking for:

• Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6-12 months in duration for individual transactions).
• Experience and success selling Consulting and Education services ($200K and above).
• Proven sales quota attainment track record ($2M annual quota achievement and above).
• Proven new business development skills.
• Outstanding presentation, facilitation, communication and negotiation skills.
• Outstanding customer-focused Account Management skills.
• Demonstrated sales track record with Tier 1 and Tier 2 Manufacturing and/or Retail customers (5+ years’ experience and above) is preferred.
• Knowledge and understanding of Manufacturing and/or Automotive industry pain points and related cost-drivers is preferred.
• Understanding of broad competitive solution footprints for the Supply Chain information systems marketplace is preferred.
• Demonstrated relationships with Supply Chain Industry system integrators.

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

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.