Senior Director of Marketing – Defense

Blue Yonder is seeking a successful, experienced, character-driven, strategic with previous supply chain management software solutions sales experience at the enterprise-level ($2B annual revenue and above) to sell world-class software solutions within the industry, specifically within This role is a trusted advisor to our current valued customers.
US-Remote with the ability to travel up to 50%
Determine and execute the strategy and sales processes for the allocated customers
Develop and deliver compelling value propositions based on ROI cost/benefit analysis
Develop and foster a strong relationship as a trusted advisor to customers as well as the internal sales organization
Identify and utilize appropriate internal resources to engage in sales cycles
Identify business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately
Maintain accurate, comprehensive and updated deal information within Salesforce.com
Achieve / exceed quota targets annually
Actively understand each named 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
Conduct weekly customer discovery sessions to gain valuable insight at prospect accounts
Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals
Deliver Blue Yonder’s unique value proposition to customers
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
Possess a humble, hungry, and smart approach to selling that translates to a consultative sales approach

High comfort level and presence with senior executives
Bachelor’s degree and 8+ years' large software company experience with success selling enterprise-level, complex software sales
Supply chain management solutions + license and services experience. Cloud and ERP sales experience is a plus
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
Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions)
Experience and success selling Implementation consulting services ($200K and above)
Proven new business development skills
Outstanding presentation, facilitation, communication and negotiation skills

The base salary range for this position is $130,000 - $150,000
The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.
At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:
Comprehensive Medical, Dental and Vision
A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.
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:
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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We’re working together to build strong communities inside and outside.
We’re working together to build strong communities inside and outside.
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