Business Development Executive

ABOUT THE COMPANY

Accelerating the digital sustainable supply chain, Logility helps companies seize new opportunities, sense and respond to changing market dynamics and more profitably manage their complex global businesses. The Logility� Digital Supply Chain Platform leverages an innovative blend of artificial intelligence (AI) and advanced analytics to automate planning, accelerate cycle times, increase precision, improve operating performance, break down business silos and deliver greater visibility. Logility's SaaS-based platform transforms sales and operations planning (SandOP) and integrated business planning (IBP) processes; demand, inventory and replenishment planning; global sourcing; quality and compliance management; product life cycle management; supply and inventory optimization; manufacturing planning and scheduling; retail merchandise planning, assortment and allocation. Logility clients include Big Lots, Husqvarna Group, Parker Hannifin, Sonoco Products and Red Wing Shoe Company. Logility is a wholly owned subsidiary of American Software, Inc. (NASDAQ: AMSWA). To learn how Logility can help you make smarter decisions faster, visitwww.logility.com.

JOB DESCRIPTION

Logility is searching for driven, ambitious, creative and energetic professionals to join our Business Development team. Do you thrive on success? This is an excellent opportunity for goal-oriented individuals to be part of the American Software, Inc. family, one of the 100 most trustworthy companies in America as recognized by Forbes. If you love to build new relationships and bring in new business, and enjoy the benefits of working remotely, then this position is perfect for you!

Our Business Development Executives are responsible for executing an account-based go-to-market strategy, connecting with prospects and building new business & opportunities for the field sales team and pipeline growth. This role is a fantastic way to jumpstart a career in field sales. Business Development Executives generate qualified opportunities for our sales organization through relevant and engaging go-to-market strategies including campaigns, events, social selling, and various prospecting activities in order to understand our prospect's business needs while consistently delivering the Logility value proposition.

Come join our top-notch team of Business Development professionals at a top-ranked global software company!

DUTIES AND RESPONSIBILITIES

Strategic Prospect Engagement & Execution

• Strategize and develop new relationships in targeted industries and functions
• Drive strategic dialogues to identify prospect's business objectives, supply chain requirements & challengesto identify alignment with Logility's capabilities
• Build prospect's confidence in Logility and our solutions
• Deliver Logility value proposition and go-to-market messaging and assist field sales in the development of client presentations and engagements, ensuring that there is a common understanding of alignment and next steps, and effectively articulate the value in using the Logility solutions
• ABM strategy, support & execution
• Liaise between & collaborate with marketing, sales and client success teams in support of Logility's Account-Based go-to-market strategy and pipeline development
• Collaborate with internal resources as necessary to develop opportunities & pipeline generation
• Participate in forums, conferences, and industry events to identify & generate new opportunities
• Best practice for event preparation, participation, execution, and follow-up
• Participate & contribute to weekly team calls with Business Development, and extended teams in the spirit of teamwork and our unified goal of driving revenue
• Proficiency in The Challenger Sales Methodology - leverage and incorporate into go-to-market messaging

Relationship & Opportunity Development

• Demand Creation: Influencing, developing & qualifying opportunities within target prospect accounts for pipeline development
  
  • Actively manage group of assigned accounts to create new opportunities and pipeline growth
  • Follow the Business Development defined process and strategies to build strong pipeline of new/unexplored opportunities and achieve targeted new qualified opportunities
  • Maintain pipeline of new opportunities within the region or vertical to achieve targeted qualified opportunity and revenue quota
  • Operate and contribute as a team player within Business Development and across shared market-facing functions and internal teams including field sales, marketing, client success and others.
• Focus: Identify, research & manage a dedicated set of targeted accounts to maintain focus and specialization in preparation for action
  
  • Identify & develop effective relationships with C-suite executives, decision makers, influencers and key contacts within targeted client organizations in respective region or vertical to ensure maximum leverage for Logility interests
  • Research, collect & analyze target accounts financial information, critical business processes and/or system needs that align with Logility platform capabilities
  • Research, collect & analyze supply chain, and specific industry trends, challenges and investment areas
• Provoke & Nurture: Business Development Executives present Challenger messages, talk with multiple contacts on key ideas, and nurture the relationship over a period of time
  
  • Develop provocative messaging to then confidently communicate with various senior executives, seeking to challenge them to take action to improve results/ generate value
  • Use research and creativity to analyze and execute strategic, highly curated, personalized & relevant campaigns in line with our Account-Based go-to-market strategy
  • Leverage expertise and add significant credibility by working closely with business consultants, client success, product management, sales, and other supporting functions as needed to develop qualified opportunities
• Engage : Business Development Executives engage accounts to start discussing a proposed sequence of next steps in the sales cycle. Even after 'passing' on the qualified opportunity to the field sales rep, the Business Development Executive continues to provide support as needed throughout the process to promote the progression of the opportunity through to close/win
  
  • Participate in the first portion of the sales cycle by driving engagement and building relationships with key decision makers and executives at assigned target prospect accounts
  • Drive the prospects through the entire opportunity development process with goal of having them engage on a sequence of actionable next steps with the sales team
  • Use expertise, research, and internal resources as needed to qualify and validate inbound leads and outbound prospects via the phone, web & social selling resources, email, corporate events and direct mail campaigns, or other mediums
  • Track relevant sales activities in the CRM system (e.g. call activity, qualification details, pipeline, opportunity pipeline) to aid in maintaining communications within management, sales & leadership, and track history of target accounts
  • Identify and qualify prospect's project needs, budget, timelines, business issues and obstacles for transition to the appropriate sales individual to win the business
  • Use professional experience to overcome objections and effectively communicate Logility's value propositions to key decision makers and project stakeholders
  • Leverage skills to reach decision makers and schedule engagements via direct prospecting and "cold" calling.
  • Know, understand and practice the difference between a "cold" calling practice and a smart calling practice
  • Communicate effectively with Sales management in-person, via phone, e-mail and regular updates in the CRM system

POSITION REQUIREMENTS

• Bachelor's degree
• Minimum 2 years' experience in technology within the roles of business development or inside/outside sales
• Minimum 2 years' experience in the Supply Chain industry
• Self-driven, personable, outgoing, helpful, able to initiate conversation and communications in an engaging manner
• Extremely self-disciplined and capable of working effectively & efficiently from a remote/work-from-home setting
• Proven track record of exceptional pipeline development
• Strong understanding and adoption of the Challenger Methodology
• Should identify with the profile of the Relationship Builder & Challenger
• Ability to work independently and creatively, without requiring specific direction
• Experience of CRM software required (Salesforce, Microsoft or other)
• Superior oral and written communication skills
• Quarterly travel may be required