Principal Solutions Advisor, Commerce

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.

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 and deployment roadmap.

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.

Motivated, confident, self-sufficient and able to contribute from day one…