VP, Demo, POC Pilot

Overview

Accountable for leading the Supply Chain Advisory Organization team that develops compelling demos, proof of concepts (POCs) and customer pilots. Communicates strategy for Pre-Sales team while working closely with direct reports to ensure proper implementation, follow-up and follow-through of strategy.

Blue Yonder is seeking a strategic and dynamic Vice President, Customer Solutions to lead our Supply Chain Advisory Organization's Demo, POC and Pilot team. This executive will be accountable for shaping and executing the end-to-end strategy that drives compelling customer engagements and accelerates deal closure by showcasing the transformative value of Blue Yonder. The ideal leader will inspire and develop a high-performing team, foster cross-functional collaboration, and champion the Blue Yonder vision through impactful customer solutions that resonate with customer needs, industry trends and demonstrate value.

• Lead and manage the Supply Chain Advisory Organization team responsible for developing, delivering, and continuously improving demos, proofs of concept, and customer pilots.
• Define, communicate, and drive the strategic vision for Custom Demos, POCs, and Pilots, ensuring alignment with sales consulting and broader company objectives.
• Develop and mentor a world-class team skilled in qualifying opportunities and executing high-impact demos and pilots that clearly articulate Blue Yonder''s product value and ROI.
• Collaborate closely with Sales, Product Management, Marketing, and other internal stakeholders to ensure messaging, demos, and competitive intelligence are aligned and compelling.
• Build and maintain strong, long-term relationships with customers, prospects, and industry leaders to cultivate ongoing business opportunities and drive customer success.
• Regularly engage with customers and prospects to understand their evolving needs and effectively communicate Blue Yonder''s solution benefits and strategic value.
• Monitor, analyze, and report key performance metrics, wins, and losses, leveraging insights to refine strategies and team performance.
• Lead competitive intelligence efforts, ensuring the team is informed and equipped to address market challenges within the sales cycle.
• Drive innovation in the POC framework, ensuring scalability, quality, and consistency in all demos and pilots delivered.
• Own recruitment, engagement, motivation, and retention of top talent to build a resilient and scalable team.
• Establish clear quarterly and annual goals and objectives for the team, regularly reviewing performance and facilitating continuous professional development.
• Maintain a deep understanding of Blue Yonder''s product vision, roadmap, integration points, and future enhancements to ensure demos and pilots accurately reflect current and future capabilities.
• Share best practices and educate customers on new Blue Yonder solutions to drive growth and success within their businesses.

• Proven senior leadership experience managing teams with an understanding of what is needed to drive success across all industries with customer facing demos, proofs of concept, and/or pilot programs within the supply chain or enterprise software sector.
• Strong strategic thinker with the ability to translate vision into executable plans and measurable outcomes.
• Exceptional communication skills, with the ability to convey complex product value propositions convincingly to executive audiences.
• Customer-focused approach, with a track record of building long-term industry and client relationships.
• Ability to thrive and make critical business decisions in a fast-paced, innovative environment, managing multiple priorities and driving scalable frameworks.
• Demonstrated ability to recruit, develop, and retain high-performing teams.
• Experience collaborating cross-functionally with Sales, Product, Marketing, and Customer Success to drive cohesive go-to-market strategies.
• Deep knowledge of supply chain technologies, industry trends, and competitive landscape.
• Analytical mindset with a focus on data-driven decision making and continuous improvement.
• Understanding of global delivery models (e.g., follow-the-sun).
• Expertise in the application of AI in supply chains and incorporating into all that we do
• Global experience with modern, native cloud solutions.

• Hands-on familiarity with how software is used in real-world business environments; know how systems support daily workflows, drive performance metrics, and solve operational challenges across different industries and functions.
• Interpret field enablement requests with the ability to convert them into technical requirements and actionable build stories.
• Deep understanding of Blue Yonder realms, configuration structures, and demo environment management.
• Understand Snowflake for data ingestion, transformation, and performance optimization.

• Refine and enrich customer solutioning processes to make them scalable, & industry-leading
• Develop, upskill,…