The Major Account Manager is responsible for managing and growing a portfolio of high-value strategic accounts. This role is a trusted advisor to customer executives, accountable for customer success, retention, renewal, and profitable expansion of services. The Major Account Manager coordinates cross-functional teams to deliver measurable business outcomes and ensure long-term relationships.
- Own a portfolio of major enterprise accounts: serve as primary commercial and relationship owner.
- Develop strategic account plans aligned to customer business objectives and company goals.
- Drive revenue growth through renewals, upsell, cross-sell and expansion opportunities.
- Identify and qualify new opportunities within assigned accounts; build and manage opportunity pipeline.
- Lead executive-level engagement, including regular business reviews and strategic planning sessions.
- Coordinate delivery, professional services, support, product and finance teams to ensure successful contract execution and high customer satisfaction.
- Negotiate commercial terms and contract renewals ensuring profitable outcomes.
- Track account performance and health; proactively resolve risks and escalate where needed.
- Maintain accurate CRM records, forecasts and activity reports.
- Act as customer advocate inside the company; feed market and customer insights to product and marketing teams.
- Represent the company at customer events, industry conferences and executive briefings as required.
- Net revenue retention (NRR) / renewal rate
- Account growth / upsell revenue
- Annual recurring revenue (ARR) from portfolio
- Customer satisfaction (CSAT/NPS) or equivalent
- Sales pipeline coverage and forecast accuracy
- Deal cycle time and margin on renewals/expansions
- Churn rate and at-risk account resolution time
- Bachelor’s degree in Business, Supply Chain, Logistics, Engineering or related field (or equivalent experience).
- 6+ years of B2B enterprise account management or strategic sales experience; experience managing major/strategic accounts.
- Proven track record of meeting or exceeding revenue and retention targets.
- Experience working with complex, multi-stakeholder enterprise customers and long sales cycles.
- Strong commercial acumen and contract negotiation skills.
- Experience with CRM systems (e.g., Salesforce) and commercial forecasting.
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.
Skills Required
- Bachelor's degree in Business, Supply Chain, Logistics, Engineering or related field (or equivalent experience).
- 6+ years of B2B enterprise account management or strategic sales experience; experience managing major/strategic accounts.
- Proven track record of meeting or exceeding revenue and retention targets.
- Experience working with complex, multi-stakeholder enterprise customers and long sales cycles.
- Strong commercial acumen and contract negotiation skills.
- Experience with CRM systems (e.g., Salesforce) and commercial forecasting.
Blue Yonder Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Blue Yonder and has not been reviewed or approved by Blue Yonder.
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Leave & Time Off Breadth — PTO is described as generous or “unlimited” in the U.S., alongside paid holidays, sick time, and two paid volunteer days. These policies are often highlighted as strengths that support work–life balance.
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Flexible Benefits — Remote-work options and flexible arrangements are emphasized as part of the package. This flexibility is valued alongside compensation and can help offset middling pay for some roles.
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Healthcare Strength — Medical, dental, and vision coverage are provided, with mental health/EAP support and HSA/FSA options referenced. These core coverages are portrayed as solid and comprehensive.
Blue Yonder Insights
What We Do
Blue Yonder is the world leader in digital supply chain and omni-channel commerce fulfillment. Our intelligent, end-to-end platform enables retailers, manufacturers and logistics providers to seamlessly predict, pivot and fulfill customer demand. With Blue Yonder, you can make more automated, profitable business decisions that deliver greater growth and re-imagined customer experiences. Blue Yonder - Fulfill your Potential Blue Yonder’s tagline “Fulfill Your Potential” reflects the company’s mission to empower every organization and person on the planet to fulfill their potential. Each day, our global teams of associates and business partners work together to accelerate global economic growth, increase sustainability and prosperity with a Sonoran Spirit.
