Key Account Director

We are looking for an experienced Key Account Director to look after some of our largest and most prestigious accounts in the Middle East Region.

The Key Account Director owns the Customer Relationship and is tasked with establishing business-owner relationships, understanding business needs, and developing end-to-end account plans and strategies to expand Blue Yonder's penetration within these accounts. They are individual contributors that target opportunities, develop account-specific sales strategies, and close new opportunities.

Primary Responsibilities

1. Serves as the point person to identify, prioritize, pursue, and close expansion opportunities within allocated accounts and for maintaining the end-to-end relationship with the customers.
2. Develop effective and specific strategic account plans to ensure revenue target delivery and balanced growth.
3. Develop relationships in these customers and manage sales pipeline, prospect and assess sales, and move multiple transactions simultaneously through the sales pipeline.
4. Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders; coordinate internal resources (CSM, SE, etc.) to maximize value.
5. Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise).
6. Actively understand each account's strategic growth plans, technology strategy, and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
7. Create and maintain actionable account plans to guide develop strategies and identify new business opportunities. Lead account relationships, persona profiling, and sales cycles. Oversee all commercial activities within accounts and across theaters, owning the end-to-end relationship and success.
8. Develop and deliver a comprehensive business plan to address customer's priorities and hurdles. Use value justification, benchmarking, and return-on-investment data to support the decision process.
9. Be proficient with a working knowledge and understanding across all Blue Yonder products and solutions.
10. Negotiate new contract terms on all SaaS renewals.

Qualifications

1. 7+ years sales experience with enterprise software sales for a high-growth company.
2. Proven business acumen and revenue forecasting in an Account Management role.
3. Proven ability to build and execute strategic customer roadmap.
4. Demonstrated ability to successfully influence and negotiate commercial agreements.
5. Experience using CRM software and MS Office.
6. Knowledge of the Supply Chain industry.
7. Bachelor's degree from an accredited college or university or relevant experience.