Sr Customer Executive- 3PL (299258-807)

JDA Software Group Ann Arbor , MI 48103

Posted 2 months ago

At JDA, we're fearless leaders! We're the leading provider of seamless supply chain planning and execution solutions for retailers, manufacturers, logistics providers and wholesale distributors for more than 4,000 customers worldwide. Our unmatched solution portfolio enables our clients to reduce costs, increase profitability and improve visibility so they can deliver on customer promises every time. More than 4,000 global customers run JDA, including 73 of the top 100 retailers, 71 of the top 100 consumer goods companies, and 13 of the top 16 3PLs. With JDA, you can plan to deliver. www.jda.com

Summary

We're seeking talented sales professionals to join our JDA team! Prior experience selling enterprise-level (1M+ deal size) software solutions, preferably SCM (supply chain management) applications highly desired.

DESCRIPTION:

JDA is searching for a Customer Executive (CE) for its 3PL ("Third Party Logistics") sales team that has enterprise level services sales expertise. The successful candidate will demonstrate domain knowledge and the ability to successfully participate in a team-based sales engagement across software and services.

RESPONSIBILITIES:

  • Build a business plan which demonstrates steps/activities, revenue components required to meet and exceed assigned revenue and customer satisfaction objectives within territory or portfolio of assigned accounts.

  • Form, build, lead, and be a member of a successful account sales team which drives JDA revenue, customer growth and customer satisfaction

  • Develop, foster and sustain strong relationships as a trusted advisor to assigned customers while maintaining high levels of customer satisfaction and loyalty while maximizing JDA revenue and JDA interests.

  • Plan and conduct goal orientated customer meetings which maximizes positive deal or conflict resolution progress.

  • Position and sell the full value of JDA's product and services portfolio which maximizes revenue, customer growth and customer satisfaction by leveraging a team selling model, a proactive, preemptive and consultative customer engagement model, and an established sales process.

  • Proactively research and analyze available customer situational information (10-K, Earnings Calls, Social Media, Customer Articles, etc.) to build and position a preemptive value proposition to a customer BEFORE they identify their own need.

  • Plan and conduct efficient and meaningful customer discovery sessions to gain valuable insight into your prospect's business and vision, and clarity about how your products and services can help them achieve their goals.

  • Construct and deliver customer presentations which are concise, compelling and valuable in the eyes of the prospect or the customer.

  • Follow established Pre-Sales Processes for Software and Services

  • Properly manage opportunities and forecast within Salesforce.com.

  • Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration and giving the least amount of concessions.

  • Follow established business practices 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.

Required Skills

  • Experience and success in selling high value services engagements.

  • Deep domain experience in 3PL business process, pain points, technology solutions, and the pros/cons of implementation approaches.

  • Demonstrated sales track record with Tier 1 and Tier 2 3PL and related logistics services providers (8-10 years' experience and above) is preferred.

  • Knowledge and understanding 3PL industry pain points and related cost drivers is preferred.

  • Understanding of broad competitive solution footprints for the 3PL information systems marketplace is preferred.

  • Developing compelling value propositions based on ROI cost/benefit analysis.

  • Demonstrated relationships with 3PL industry system integrators.

  • High comfort level and presence with senior and C-Suite 3PL executives.

  • Outstanding presentation, facilitation, and communication skills.

  • Experience working with Systems Integrators.

  • Bachelor's degree or equivalent work experience required.

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Sr Customer Executive- 3PL (299258-807)

JDA Software Group