Scope:
Blue Yonder's vision for the future is the creation of an Autonomous Supply Chain™. To achieve this vision, we have started the transformation to a SaaS platform. As we transform as a company and culture, our talent needs are evolving as well.
Blue Yonder is searching for a highly motivated sales-minded individual. The right individual will strive to collaborate with our Blue Yonder teams to expand our customers' footprint and effectively increase our revenue profitability for the company. They’ll have an understanding of the sales process, negotiating skills, and the ability to showcase our business value. Responsible for managing renewal objectives, building strong customer relationships, and leading customers through the preparation, negotiation, and execution of renewals to ensure lasting partnerships, drive customer success, and maximize financial outcomes for Blue Yonder.
Responsibilities
- Preserve the value of the Blue Yonder products by positioning favorable terms and boosting incremental revenue by taking a data-driven approach to identifying expansion and upsell opportunities
- Own, drive and lead the renewals process in collaboration with the customer success and account management teams to preserve and enhance customer contracts and relationships
- Plan and contact customers to discuss pending renewal decision, obtain feedback on customer satisfaction and identify the opportunity for renewal of agreement
- Participates in internal customer account renewal process, ratifying account details and identifying customers that need focus
- Promote the value of Blue Yonder by utilizing knowledge of products & services, customer’s business requirements, and analysis of prior year activity
- Provide management reporting on renewal efforts and reasons for customer renewal/attrition.
- Identifies trends/opportunities to improve renewals for assigned customers.
- Prioritizing daily workflow based upon account and portfolio requirements. Implementing a long-term renewal strategy that effectively addresses the needs of both the customer and Blue Yonder.
- Maintain and report an accurate 12-month rolling forecast and expected close dates for the defined book of business
- Identify at-risk customers and develop strategies with the relevant account teams that would mitigate against potential attrition based on market conditions, customers line of business, and business intelligence gained through relationships within the customer
- Remove roadblocks and execute win/win negotiations strategies that align to customer requirements with guidance from relevant internal departments and management
- Follow Blue Yonder best practices for internal processes including renewal agreement management, data quality, and accuracy, quotations, and forecasting
- Responsible for effectively executing the commercial contract renewal transaction and examining renewal contracts to ensure they align to Blue Yonder standards
- Meet or exceed customer renewal revenue quota while maximizing pipeline conversion
- Assisting the Billing team with collections
- Ability to present and engage with cross-functional teams and executive management
Qualifications
- 1+ years of Sales / Renewals / Account Management experience primarily within a SaaS organization
- Proven track record of success in account managing renewals
- Expertise in negotiating contracts
- Experience working across functions to deliver customer /client facing quotes/proposals/contracts
- Experience scaling companies in a high-growth environment
- Ability to organize and prioritize activities and escalations
- Proven experience with forecasting and achieving or exceeding quota targets
- Strong communication and presentation skills, both verbal and written
- Strong interpersonal skills and experience building relationships both internally and externally
- Strong financial/analytical background with a sales mindset
- Salesforce/Apptus or other CRM experience preferred
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.
