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About the Role
The Presales Solution Principal is a pivotal strategic role that enhances the sales team's effectiveness throughout the sales cycle by combining expertise in sales strategy, subject matter knowledge, process facilitation, and execution. This role supports RELEX's Pricing & Promotions solutions within the broader merchandising context and is dedicated to expanding RELEX's footprint in retail merchandising.
Responsibilities
- Apply hands-on pricing, promotions, and merchandising experience to conduct discovery, develop a RELEX point of view, lead workshops, and drive innovation with prospects.
- Apply deep RELEX solution expertise and industry knowledge to build tailored demonstrations of pricing and promotion capabilities using prospect data and scenarios.
- Provide thought leadership and work with pricing and category leadership to align their pricing and promotional strategy, and build a strong business case for deploying RELEX.
- Understand prospect needs through discovery sessions and assemble demonstrations of a RELEX solution.
- Assist in creating Proofs of Concept and influence approach and configuration.
- Collaborate with internal functional groups including Professional Services, Central Presales, Product Strategy, Product Management, and Product Marketing.
- Interact with clients and present to prospect audiences, from category manager to C-suite.
- Develop and customize sales material, value narratives, and ROI models for pricing and promotion opportunities.
Requirements
- 7+ years in an operating role inside a retailer, grocer, or similar.
- Direct experience with the rhythms and tools of that work: the weekly and seasonal planning cadence, the spreadsheets and legacy systems people actually use, the trade-offs between margin, volume, price image, and inventory, and what it takes to get a price or promotion decision approved internally.
- Detailed knowledge of pricing and promotion business logic, such as price optimization and rule frameworks, price elasticity and demand modeling, price zones and family/link rules, KVI and price image management, competitor price response, promotional lift and cannibalization, and post-event effectiveness analysis.
- Working knowledge of the surrounding merchandising landscape: assortment planning, space planning, category management, vendor funding and trade spend, and merchandise financial planning.
- Understanding of how pricing and promotion decisions land downstream in forecasting and replenishment, and what goes wrong operationally when that handoff breaks.
- Consulting or presales experience in pricing, promotions, or merchandising software is valuable, but does not replace time spent in an operating role.
- Ability to see the bigger picture, translating customer issues into RELEX based solutions.
- Familiarity with the pricing, promotions, and merchandising technology landscape, and hands-on experience working with those solution providers as a user, evaluator, or implementation participant.
- Analytical approach, with the confidence to discuss model logic, elasticities, and measurement methodology with both analysts and executives.
- Presentation skills.
- Knowledge, or desire to learn, of industry and sectors.
- Flexible and adaptable approach, being able to communicate advanced logic to a broad audience.
- Willingness to work within ambiguity and drive improvement, both for customers and internal approach and resources.
- Comfort with travel across the US and Canada when needed, approx. 40%.
Skills
- Pricing
- Promotions
- Merchandising
- Sales Strategy
- Subject Matter Expertise
- Process Facilitation
- Execution
- Price Optimization
- Promotion Planning
- Promotion Forecasting
- Promotion Effectiveness
- Assortment Planning
- Space Planning
- Category Management
- Financial Planning
- Retail Merchandising
- Discovery
- Demonstration Development
- Thought Leadership
- Business Case Development
- Value Proposition
- Proof of Concept Creation
- Sales Material Development
- Value Narratives
- ROI Models
- Analytical Skills
- Presentation Skills
- Communication Skills
Location
- Remote
Work Type
- Fully Remote
Experience Level
- 7+ years
About the Company
- RELEX Solutions offers an AI-native, unified supply chain and retail planning platform that helps retailers, wholesalers, manufacturers, and consumer packaged goods (CPG) companies plan, optimize, and automate operations across demand forecasting, inventory, merchandising, pricing, and supply chain management.