Customer Executive, Sr (OFY-050)

Customer Executive, Sr (OFY-050)

11 nov
Blue Yonder

11 nov

Blue Yonder


Position Title

Customer Executive


Mexico City


The  Customer Executive  will develop and lead sales efforts in Mexico. 

The Customer Executive position presents an incredible opportunity to bolster and lead a highly talented team of sales professionals and will work collaboratively with Marketing, Services and Cloud teams to further penetrate the expanding markets we serve.

The right candidate will be a thought leader with a successful track record of selling complex multi-dimensional enterprise solutions (ERP License and Services) to C-Suite Executives.

This candidate also possesses the ability to lead their team in partnering with customers to help them solve their complex business problems leveraging BY solutions as the enabler. 


- Build a business plan which demonstrates strategy, vision and opportunities for your territory; identify steps/activities, revenue components required to meet and exceed assigned revenue targets and customer satisfaction objectives. 

- Develop and drive account plan / opportunity plans and strategies that improve results for clients while growing the account portfolio and moving opportunities from qualification to deal closing.

-  Form, build, lead, and be a member of a successful account sales team which drives BY revenue, customer growth and customer satisfaction

- Develop, foster, and sustain strong relationships as a trusted advisor with C-Suite, Business and IT Executives in assigned customers.

- Develop a plan to maintain high levels of customer satisfaction and loyalty while maximizing BY revenue and BY interests in assigned customers.

- Plan and conduct goal orientated customer meetings and identify / co-develop the action plan with the customer geared toward advancing the deal forward. 

- Position and sell the full value of BY'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 (10-K, Earnings Calls, social media, Customer Articles, etc.) to develop a point of view on the customers business problems then build and position a preemptive value proposition to a customer BEFORE they identify their own need.

- Operate as a consultative sales executive: Plan and conduct efficient and meaningful customer discovery sessions to gain valuable insight into your prospect's business and vision and provide a thoughtful point of view with 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.

-  Research and learn the technology and the solutions so you can articulate the benefits of BY solutions to the customer.

- Properly manage opportunities and forecast within 

- Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration with gross margin preservation.

- Follow established business practices processes for Services 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 to ensure customers efficiently, transparently, and fluidly transition from Sales to Delivery.


- Experience and success in selling high value, long lead time enterprise solutions software ($1M and above and 6-12 months in duration for individual transactions).

- Experience and success selling Consulting, Cloud 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 skills – ability to convert technology and business value propositions.

- Excellent facilitation, oral and written communication skills, strong storytelling, interpersonal and negotiation skills.

- C-Suite selling experience and ability to translate complex technical concepts into business /financial language. 

- Quantitative background / proven ability to work creatively and analytically in a problem- solving environment.

- Outstanding customer-focused Account Management skills.

- Demonstrated sales track record with Tier 1 and Tier 2 manufacturing/retail customers (8-10 years’ experience and above) is preferred.

- Knowledge and understanding of manufacturing/retail 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.

- Must speak both English and Spanish

- Must be able to travel 60-80%

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