: Manager, Strategic Partnerships - Grain Marketing Advisory Firms

Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies. Utilizing beneficial plant microbes and agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers and buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Buenos Aires, Argentina, and So Paulo, Brazil.

The GMA Account Manager works with Indigos Grain Marketing Advisor (GMA) partners to identify and execute better grain marketing decisions through Indigos Grain Marketplace. The AM is responsible for understanding the GMAs business objectives and how Indigo can create value through our partnership. The AM needs to possess a combination of general business acumen, salesmanship, curiosity and urgency, plus strong planning and organizational skills, to lead a cross-functional account team to drive growth across a range of GMA partners.

Outcomes:

  • Strategically Partner with assigned accounts to build their businesses
  • Conduct discovery to understand how Indigo can create value for its GMA partners
  • Lead the development of a detailed plan/strategy to document how Indigo will support the account
  • Achieve customer transaction and non-transaction SIP targets set on a quarterly basis
  • Support the documentation of a GMAs order flow and 12-month grain marketing plan
  • Develop and nurture relationships with leadership as well as Indigo champions
  • Understand objections and where there are blockers/detractors; create a plan to mitigate them
  • Be seen as a trusted partner who can help a GMA leverage its relationship with Indigo to create value for its business and its farmers
  • Spearhead customers escalations/issues and drive them to an expeditious resolution
  • Lead contract renewals and negotiate new agreements that will benefit both parties
  • Quarterback opportunities for GMAs to benefit from new Indigo offerings
  • Provide white glove service at all times
  • Be a leader in the Indigo org and among partners

Attributes and Competencies:

  • Ability to understand grain marketing tools and strategies to have deep conversations with GMAs
  • Strong problem-solving and communications skills
    • Able to clearly articulate thoughts
    • Strong EQ skills
    • Extremely proactive
  • Can build and maintain relationships with GMAs and expertly handle objections or roadblocks
  • Work across the organization to leverage expertise to support GMAs
  • Sales-oriented; able to follow and contribute to sales processes to generate transactions
  • Able to articulate the value of risk management and grain marketing pricing tools
  • Comfortable with software tools as part of everyday job
  • Available 24/7 to support customers after hours to resolve time-sensitive matters
  • Aggressively wants to win, has a vision, sees how we could trade $100B through Marketplace
  • Sees the opportunity to change the world and create the platform of the future with this business

Experience:

  • Minimum of 5 to 10 years working with strategic/complex accounts or consulting experience
    • B2B sales, key account management 
    • Consistent success achieving quarterly and annual targets in a fast-growing business
  • Strong consultative sales background required
  • Ability to travel 50%
  • Understand farming as a business - from inputs to banker/insurance thru pricing decisions & expansion (land & people), a huge plus
  • Proof of prior success driving growth and convincing partners to adopt new approaches/technologies

Indigo is committed to living our values, specifically creating a work environment where everyone feels respected, connected, and has opportunities to learn and grow. As part of living our values, we strive to create a diverse and inclusive work environment where everyone feels they can be themselves and has an equal opportunity of succeeding.

Full-time

Employee Testimonials

Daniel Glasgow
Software Engineer

"What drew me to Indigo was the opportunity for growth. Not just personal growth, although that’s appealing too, but the growth of the whole product. There are a million paths to pursue and we’re not penned in by existing structure."

Terri Moses
Terri Moses
Contract Management Specialist II

“There are always going to be companies that think what worked in the past will work in the future, but this is a company that never wants to settle, in an industry that needs to refocus. What’s good for Indigo is what’s good for the grower, consumer, and the planet."

Ibrahim Abdullah
Ibrahim Abdullah
Manager, Engineering and Laboratory Operations

"Here, I have so much freedom—I get to really be creative. Not many companies do what Indigo does: It’s helping the farmer, it’s helping the planet. I really like the mission that the company stands by and the way they treat their employees. It doesn’t feel like you’re at work—this a very nice environment to be in. You want to work harder because you know they [other employees] have taken it so far. When you love what you’re doing, it doesn’t even feel like work."

Kelsey Steinbeck
Director, DevOps

"Working at Indigo allows me to make a positive impact on our Planet while also being part of industry disruption and innovation. I get to combine personal goals of doing positive things in the World while still getting to work on innovative technologies and solutions. It really can’t be beat!"

Jazmin Gonzalez-Rivero
Senior Software Engineer
“You can make a marketplace for any product, alcohol, carpets, cars – whatever. But you don’t always get an opportunity to build a marketplace for something that actually matters. Giving farmers new ways to transact on their grain can make the difference for their business, their families, and even their communities. The feeling for me of, ‘Hey, I am going to help farmers make more on every bushel,’ there’s nothing else like that. It’s why I come into work every day."