Overview Blue Yonder is seeking a successful, strategic Account Executive with software sales experience at the enterprise-level ($2B annual revenue and above) to sell primarily into Automotive OEM and Tier 1 suppliers. Preferred experience includes SCM (supply chain management) and SCE (supply chain execution). This is a hunter role targeting net-new logos. Location: US-Remote with the ability to travel up to 50% What You’ll Do: - Possess a humble, hungry and smart approach to selling that translates to a consultative sales approach - Determine and execute the strategy and sales processes for the allocated customers - Achieve / exceed quota targets annually - Develop and deliver compelling value propositions based on ROI cost/benefit analysis - Develops and fosters a strong relationship as a trusted advisor to customers - Fosters positive relationships with the wider sales organization - Identifies and utilizes appropriate internal resources to engage in sales cycles - Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately - Maintains accurate, comprehensive and updated deal information within Salesforce.com - 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 - Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process What We're Looking For: - High comfort level and presence with senior executives - Bachelor’s degree and 5+ years large software company experience with success selling enterprise-level, complex software sales - Automotive Industry experience - 5+ years experience with a deep understanding of the industry at nuanced level - Cloud and ERP sales experience; supply chain management solutions + license and services experience - Proven quota attainment record ($1.5M annual quota achievement and above) - Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions) - Proven experience selling Consulting, Cloud and Education Services ($200K and above) - Proven new business development skills - Experience and success selling in a team based environment - Outstanding presentation, facilitation, communication and negotiation skills - Experience collaborating in a team-based selling environment *LI-HB1 #LI-Remote ------------------------------------------- The base salary range for this position is: $105,000 – $130,000 USD 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 - 401K with Matching - Flexible Time Off - Corporate Fitness Program - 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. 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 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.

• Educate customers on all products and services that NextGear Capital offers including inventory financing (floorplan) and the company's Ancillary Products and Services. • Gain general knowledge of all Cox Automotive products and be able to make recommendations to clients based on their needs. • Develop an aggressive sales plan within a defined market. • Build a prospect list through effective cold calling, lead follow-up, and referrals. • Conduct cold calls each week to solicit new relationships for NextGear Capital. • Follow up on all leads provided daily with a sense of urgency. • Increase overall loan volume and utilization through service calls to existing customers. • Visit assigned inactive dealers with the goal of re-engaging the client and increasing utilization of their Line of Credit (LOC). • Hit target levels of performance in new applications, loan development, and new business on a monthly basis. • Responsible for initial underwriting of potential NextGear Capital customers prior to accepting an application. • Monitor applications throughout the credit process. • Responsible for contracting and orientation of new customers. • Manage customer experience and engagement through the first six months of the dealer lifecycle. • Hit target levels of performance in enrollments and sales of NextGear Capital’s Ancillary Products and Services. • Develop a strong relationship with NextGear Capital Portfolio Managers. • Conduct Monthly non-sale day visits with assigned auction General Managers. • Increase NextGear’s business opportunity at assigned auctions through the development of relationships with auction staff and its customers.

• Own and develop relationships within an assigned portfolio of enterprise accounts, building long-term trust with business and technical stakeholders. • Establish and strengthen relationships with senior decision-makers and influencers across IT and Lines of Business. • Build a deep understanding of each customer’s business strategy, operating model, and technology landscape. • Drive execution of account-based strategies to accelerate recurring revenue growth and expand platform adoption. • Lead and support complex, multi-threaded enterprise sales cycles, including negotiations and executive-level discussions. • Build and maintain expertise in relevant industry trends and transformation initiatives.

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! We are seeking a results-driven and persuasive Account Executive to join our Sales organization. In this role, you will be responsible for driving revenue growth by successfully selling Fortra’s software products within an assigned geographic territory. You will work closely with prospective customers to identify and qualify business opportunities, prepare formal proposals, lead contract negotiations, and address objections to close deals. Your deep understanding of our solutions, combined with your ability to forecast accurately and consistently, will be essential in achieving sales targets and contributing to the overall success of our go-to-market efforts. WHAT YOU'LL DO - Make regular telephone calls to develop relationships and follow up on leads. - Identify and properly qualify business opportunities. - Lead negotiations, coordinate complex decision-making process, and overcome objections to closure. - Develop and maintain communications in a cooperative and friendly manner with all levels of staff and customers. - Assist in determining sales strategies and goals for products and services. - Assist in evaluating product and service offerings in terms of customer needs. - Research and develop lists of potential customers. - Determine customer needs and apply a product and services offering in an effective manner. - Other duties as assigned. QUALIFICATIONS - Bachelor’s degree required - At least two years of related sales experience; technology/software sales preferred - Inside Sales experience preferred - Excellent written and verbal communication skills - Strong organization and time management skills with the ability to manage competing priorities - Demonstrated ability to problem solve and negotiate with emphasis on closing the sale At Fortra, we’re breaking the attack chain. Ready to join us? Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.