Senior Account Manager
Blue Yonder · Shanghai
Role Overview
Blue Yonder is seeking an experienced Enterprise Account Manager to drive new business and strategic account growth across China.
This is a direct enterprise sales role responsible for selling Blue Yonder’s end-to-end supply chain planning, execution and commerce solutions to large manufacturers, retailers and consumer goods companies. The role will own complex sales cycles from opportunity identification through commercial negotiation and contract closure, while also developing long-term relationships and expansion opportunities within assigned strategic accounts.
What you'll do:
Develop and execute territory and account plans to achieve and exceed annual revenue targets and drive sustainable growth.
Own new-logo acquisition and expansion opportunities within assigned strategic accounts.
Build trusted-advisor relationships with senior customer stakeholders, including Supply Chain, Operations, IT, Finance, Procurement and executive leadership.
Lead complex, multi-stakeholder enterprise sales cycles from discovery, qualification and value proposition development through proposal, negotiation and closure.
Position and sell the full value of Blue Yonder’s supply chain software and services portfolio, including planning, execution and commerce solutions.
Conduct customer discovery sessions to understand business priorities, supply chain challenges, operational pain points and transformation objectives.
Develop compelling business cases, value propositions, ROI analyses and executive presentations in partnership with Value Engineering, Solution Consulting, Professional Services and other internal teams.
Build and lead virtual account teams across sales, pre-sales, customer success, services, marketing, product and partner organizations.
Proactively identify and develop new opportunities through account research, industry trends, annual reports, customer meetings, partner relationships and market intelligence.
Build strong relationships with relevant system integrators, consulting firms and technology partners to support joint go-to-market activity and customer pursuits.
Understand the competitive landscape and effectively position Blue Yonder against competing supply chain, ERP, planning, warehouse and commerce solutions.
Manage pipeline, opportunities, forecasts and customer activity accurately and consistently in Salesforce.
Lead commercial negotiations, including pricing, terms and conditions, while balancing deal acceleration, profitability and long-term customer value.
Represent Blue Yonder at relevant customer meetings, industry events and partner engagements across China.
What you'll need:
8+ years of direct enterprise software or SaaS sales experience in China.
Demonstrated success carrying and achieving an individual annual sales quota in a complex enterprise sales role.
Proven experience managing high-value, multi-stakeholder sales cycles from prospecting and discovery through negotiation and contract closure.
Experience in both new-logo acquisition and strategic account expansion.
Strong understanding of business processes and pain points within one or more of the following industries: Manufacturing, Retail or Consumer Goods.
Experience selling one or more relevant enterprise solution areas: supply chain planning, demand forecasting, inventory optimization, supply planning, WMS, order management, retail/commerce, ERP, manufacturing operations or related enterprise applications.
Ability to engage and influence senior business and technology stakeholders, including Supply Chain, Operations, IT, Finance, Procurement and C-suite leaders.
Strong account planning, opportunity qualification, value-selling, presentation, negotiation and forecasting skills.
Experience working with system integrators, consulting firms, channel partners or technology alliances in China is advantageous.
Native-level Mandarin and professional business English are required.
Bachelor’s degree or equivalent relevant experience.
Willingness to travel.
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.
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