glassdoor sales-marketing senior customer executive (manufacturing)

Senior Customer Executive (Manufacturing)


Summary

We're looking for a successful Customer Executive (Account Executive) to sell software solutions primarily into Manufacturing (Industrial/Discrete/High Tech) accounts; previous SCM (supply chain management) solutions sales experience at the enterprise-level ($2B annual revenue and above) highly desirable.

*This is a remote/ virtual based position (U.S.)

Primary Duties and Responsibilities
  • Develops effective and specific territory or customer account plans to ensure and exceed revenue target delivery and sustainable growth. Develop and foster strong relationships as a trusted advisor to customers and leverage to drive strategy through the organization.
  • Achieve / exceed quota targets. These will be described upon contract value.
  • Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the customer or prospect.
  • Plan and conduct efficient customer discovery sessions to gain valuable insight. Construct and deliver innovative customer presentations to position JDA solutions which can help them achieve or exceed their goals.
  • Advance and close sales opportunities through the successful execution of the sales strategies and roadmaps. Manage interactions with customer during all phases of the sales cycle. Serve as a point contact for customer service issues or escalations and elevate unresolved customer issues as appropriate.
  • Sell value.
  • Understand JDA’s competition and effectively position solutions against them to meet or exceed customer needs.
  • Participate in the development and delivery of comprehensive business plans to address customer priorities and pain points. Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and VE to deploy tools effectively.
  • Leverage support organizations including Marketing, Inside Sales, Partners and channels to funnel pipeline into the assigned customer territory.
  • Orchestrate resources: deploy appropriate teams to execute winning sales. Develop coordination skills and leadership skills of remote teams to successfully close new business.
  • Maintain CRM system (i.e. Salesforce) with accurate customer and pipeline information. Update software sales forecast accurately.
  • Maximize the value of all sales support organizations and ensure teams and Partners are well versed in each account strategy.
  • Balance deal transaction acceleration through effective negotiations with prospects or customers during a sales cycle.
  • Follow established business processes for Services in order 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 in order to ensure customers efficiently, transparently and fluidly transition from sales to delivery.
Qualifications
  • 8+ years large software company experience with success selling enterprise-level, complex software sales.
  • Cloud and ERP sales experience; SCM (supply chain management) solutions + license and services experience.
  • Proven quota attainment record ($2M annual quota achievement and above).
  • Proven experience selling Consulting, Cloud and Education Services ($200K and above).
  • Experience in a team-based selling environment.
  • Exceptional presentation, facilitation, communication and negotiation skills.
  • Virtual-based opportunity: Ability to travel 50% or more within the U.S.
  • Bachelor’s degree; equivalent experience also considered.
*LI-CR1

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

Check out JDA's blog - Supply Chain Nation - the platform for supply chain trends and innovations.
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