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About the Role
The Principal Solutions Advisor will leverage business experience, industry knowledge, eCommerce & supply chain expertise, combined with solution familiarity and communication skills, to conduct discovery, develop a Blue Yonder point of view, lead solution workshops and position Blue Yonder solutions to strategic customers and prospects. This role pursues strategic sales cycles requiring a solution that spans multiple Blue Yonder products and is responsible for resource coordination across solution teams and other organizations to support sales cycles.
Responsibilities
- Understand and articulate the end-to-end returns processes in the retail industry, especially as it relates to returns processing in distribution centers.
- Understand and frame a point of view on recent industry trends, like customer-centricity, OMNI fulfillment, mobility, and AI.
- Collaborate with Industry or Strategic Services teams to engage with executives at strategic prospect companies to understand business processes and objectives.
- Link customer issues to potential root causes.
- Map customer issues to specific end-to-end solution enablers and develop a solution recommendation.
- Clearly articulate the business impact of to-be recommendations.
- Develop a roadmap for deployment of recommended solutions.
- Work with the value team to quantify business impacts and develop a value proposition.
- Present a clear, concise, and compelling argument to differentiate Blue Yonder offerings with proof points.
- Possess and maintain competitor strengths/weaknesses.
- Develop and maintain Blue Yonder Solutions expertise.
- Articulate the value of the integration of Blue Yonder solution suites or products.
- Assist Major Customer Executive in educating prospects and creating a compelling business case for Blue Yonder.
- Support the pursuit lead and organize/manage all activities associated with the sales cycle leveraging necessary resources across different teams.
Requirements
- 7+ years of business experience as a senior level Industry practitioner or management consultant with a prime consulting firm.
- Must have worked/consulted within Retail/LSP industry for at least 4 years and consulted with several clients.
- Consultative and value-based solution selling expertise.
- Ability to drive innovative transformation to deliver competitive advantage for the client.
- Strong management consulting skills.
- Outstanding interpersonal skills with ability to establish good relationships with key contacts at prospect, customer and partner organizations.
- Strong leadership skills; ability to manage cross-functional team and work with senior management.
- Ability to benchmark customers for supply chain best practices, innovation and business results.
- Action oriented, “Can do” attitude with proven ability to support complex sales with large accounts with value focus.
- Motivated, confident, self-sufficient and able to contribute from day one.
- Focused and determined.
- Well organized and consistently meets commitments.
- Well-developed interpersonal and communication, problem solving, diplomacy and influencing skills.
Skills
- Industry knowledge
- eCommerce expertise
- Supply chain expertise
- Solution familiarity
- Communication skills
- Presentation skills
- Warehouse management systems familiarity
- Returns processing familiarity
- Competitor analysis
- Value proposition development
- Business case development
- Cross-functional team management
Experience Level
- 7+ years of business experience
- Senior level
About the Company
- Our people are our most important asset.
Equal Opportunity
- 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.