Principal Solutions Advisor, Commerce
Blue Yonder · London
Overview
The Principal Solutions Advisor will leverage hands-on business experience, industry knowledge, eCommerce & supply chain expertise, combined with solution familiarity and communications skills, to conduct discovery, develop a Blue Yonder point of view, lead solution workshops and position Blue Yonder solutions to strategic customers and prospects. The Principal Solutions Advisor pursue strategic sales cycles requiring a solution that spans multiple Blue Yonder products and are responsible for resource coordination across solution teams and resources from other organizations to support the 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 the recent industry trends, like customer-centricity, OMNI fulfillment, mobility, and AI
In collaboration with the Industry or the Strategic Services teams, engage with executives and their teams at strategic prospect companies to understand industry- and company-specific business processes and business objectives
Link the issues experienced by the customers with their potential root causes
Map the customer issues to specific end-to-end solution enablers and develop a solution recommendation to address the business issues and meet business objectives
Clearly articulate the business impact of to-be recommendations
Develop a roadmap for deployment of the recommended solutions
Work with the value team, and quantify the business impacts of issues and develop a value proposition for the recommended solution and deployment roadmap
Present a clear, concise and compelling argument to differentiate Blue Yonder offerings with proof points including value, process enablement, and software demonstrations
Possess and maintain competitor strengths/weaknesses
Develop and maintain Blue Yonder Solutions expertise
Articulates the value of the integration of the Blue Yonder solution suites, or products within a solution suite
Assist Major Customer Executive in educating prospect and creating a compelling business case for Blue Yonder
Support the pursuit lead, and for key opportunities organize and manage all activities associated with the sales cycle leveraging the necessary resources across different teams necessary to ensure that the prospect is convinced that there is no viable alternative to a Blue Yonder solution
Qualifications
Familiarity with warehouse managements systems and returns processing is preferred
7+ years of business experience as a senior level Industry practitioner or management consultant with a prime consulting firm
Excellent communication and presentation skills. Ability to create and deliver formal business presentations. Proven ability to engage on a peer-to-peer level with C-level executives at Fortune 100 companies
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
Personal Profile
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
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.