Principal Solutions Advisor, Commerce

Blue Yonder; England; On-site; GBP 90,000 - 140,000; Full time

Job summary

Blue Yonder is seeking a Principal Solutions Advisor to lead discovery, develop a point of view, and run solution workshops for strategic customers in the retail and logistics space. You will coordinate across solution teams and external resources to support major sales cycles and articulate the business impact of Blue Yonder solutions.

You will develop end-to-end deployment roadmaps, differentiate offerings with value-based demonstrations, and collaborate with executives to build compelling

Qualifications

• Familiarity with warehouse management 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 engage with C-level executives at Fortune 100 companies.
• Must have worked in Retail / LSP industry for at least 4 years and consulted with multiple 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 the ability to build relationships with prospect, customer and partner contacts.
• Strong leadership skills; ability to manage cross-functional teams and work with senior management.
• Ability to benchmark customers for supply chain best practices, innovation and business results.
• Action oriented with a can-do attitude to support complex sales with large accounts.

Responsibilities

• Understand and articulate end-to-end returns processes in the retail industry, especially returns processing in distribution centers.
• Frame a point of view on industry trends such as customer-centricity, OMNI fulfillment, mobility, and AI.
• Engage with executives at strategic prospects to understand business processes and objectives.
• Link customer issues to root causes and map to end-to-end solution enablers.
• Develop a solution recommendation and deployment roadmap to address business issues and objectives.
• Articulate business impact of recommendations and quantify value.
• Develop a deployment roadmap and value propositions for solutions.

Skills

Executive engagement

C-level communication

Consultative selling

Cross-functional leadership

Industry knowledge

Job description

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.