Global Account Director Retail
This role leads and owns the relationship, strategy and execution of all sales opportunities for a number of large Retail Accounts. The Account Director owns all sales revenue within the assigned customers and is accountable for achieving new SAAS bookings maintenance bookings, new consulting and education attach bookings.
Determines and executes the strategy and sales processes for the allocated customers
Develops and delivers compelling value propositions based on ROI cost/benefit analysis.
Develops and fosters a strong relationship as a trusted advisor to customers.
Develops a collaborative strategy with the Retail customers to grow and deploy Blue Yonder solutions further.
Ensures all services offerings (e.g. Strategic Services, Implementation Services, Education Services, Cloud Services and Support Services) are incorporated appropriately into the proposal with compelling value messages. Includes Managed Services in deals where appropriate.
Executes add-on license transactions for the assigned customers.
Fosters positive relationships with the wider sales organisation.
Identifies and utilizes appropriate internal resources to engage in sales cycles.
Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately.
Maintains high levels of customer satisfaction and loyalty with customers.
Maximizes sales, maintenance and services potential from each engagement and minimizes overhead transaction costs incurred
Sells against annual booking goals for Sales. Achieves sales objectives (annually).
Serves as a resource for customer references and provides strategic customer insight including current state of business, additional business opportunities, and challenges faced by the customer.
Experience managing complex Retail Customer Accounts.
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.
Demonstrated sales track record with Tier 1 and Tier 2 Clients
Knowledge and understanding of relevant industry pain points and related cost drivers is preferred.
Understanding of broad competitive solution footprints for the relevant industry information systems marketplace is preferred.
Demonstrated relationships with relevant industry system integrators.
High comfort level and presence with senior executives.
Excellent written and verbal communication and client relationship skills.
Strong time management and organization skills.
Ability to discover and develop new opportunities
Ability to prioritize deliverables.
Demonstrates independence in action, decision making, goal oriented and driven
Motivated, confident, self-sufficient and able to contribute from day one
Focused and determined
Well organized and consistently meets commitments.
Requires a “do whatever it takes” commitment to achieve the success of Blue Yonder, its Associates and the respective communities
Well developed interpersonal and communication, problem solving, diplomacy and influencing skills.
Must have business level English language skills
Education: BS/BA degree equivalent required; MS/MBA preferred