Account Executive (Luminate Grocery)
Virtual United States
JDA Software is seeking an Account Executive to sell our JDA Luminate portfolio of solutions into grocery customers. JDA Luminate solutions embrace the cloud, internet of things (IoT) and advanced analytics, and cross-platform integration with artificial intelligence (AI) and machine learning (ML).
Maximize, advance and close new sales opportunities across our JDA Luminate suite of solutions through the successful execution of 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.
Develop effective and specific territory or customer account plans to ensure and exceed revenue target delivery and sustainable growth.
Achieve and/or exceed quota targets.
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 Luminate solutions which can help them achieve or exceed their goals.
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.
Conduct account-based research activities to synthesize compelling introductory messages for specific prospects (leveraging support organizations for assistance.)
Leverage multi-touch prospecting best practices to gain access to relevant business and IT leaders within high-priority, named net new prospects.
Establish credibility and build trust-based relationships with prospect business contacts to translate access to active engagements.
Virtual-based opportunity: Ability to travel 50% or more at times within the U.S.
Bachelor's degree; equivalent experience also considered.
3-5 years Sales experience for native SaaS company.
Fluent with Technology. Ability to understand not just our product's technical specs, but also how it fits in with and complements other technology in a business' software stack.
Proven sales quota attainment track record
Ability to grasp and position the value of our solutions, the ROI and how it will revolutionize the business from within
Knowledge the ideal Customer Profile inside and out (Grocery) is a huge plus
Proven new business development skills. Strong interpersonal relationships just using email, phone calls, and/or video chat.
Great written and spoken communication skills, and understand the challenges of inside sales thoroughly.
Values Long-Term Customer Success. Concerned about the success of the client and value our solution is delivering for them.
Understanding of broad competitive solution footprints for the Supply Chain information systems marketplace.
Knowledge of Supply Chain Industry system integrators.
Experience working in a team sales environment.
Basic understanding of new technology enablers (IoT, AI/ML) and how to leverage messaging in these areas to reach the Line-of-Business as well as Innovation buying centers (e.g., Chief Digital Office.)
Proven ability to penetrate net new prospects and translate into a meaningful sales engagement cycles.
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.
JDA Software Group