Principal Solutions Advisor, Commerce

Overview

As Principal Solutions Advisor, you drive end-to-end retail returns solutions and cross-product Blue Yonder implementations for strategic customers. You articulate a compelling point of view, lead solution workshops, and coordinate resources across teams to shape deployments. You translate customer issues into end-to-end enablers, quantify business impact, and craft a deployment roadmap and value proposition. You engage executive sponsors, differentiate Blue Yonder offerings with proof points, and guide large, multi-product sales cycles.

Responsibilities

• Understand end-to-end returns processes in retail, especially in distribution centers
• Frame industry trends (customer-centricity, OMNI fulfillment, mobility, AI)
• Engage executives at strategic prospects to understand business processes and objectives
• Link customer issues to root causes and map to solution enablers
• Develop a solution recommendation addressing business issues and objectives
• Articulate business impact of to-be solutions
• Create deployment roadmap for recommended solutions
• Quantify business impacts with value team and develop a value proposition
• Present compelling differentiation of Blue Yonder with demonstrations and proof points
• Maintain knowledge of competitor strengths/weaknesses
• Develop Blue Yonder Solutions expertise
• Explain value of integrating solution suites or products within a portfolio
• Assist Major Customer Executive in building a compelling business case for Blue Yonder
• Support pursuit lead and organize activities across teams to convince prospects of Blue Yonder as the preferred solution

Key requirements

• 7+ years of senior industry practitioner or management consultant experience at a prime firm
• Excellent communication and presentation skills; ability to engage with C-level executives at Fortune 100 companies
• Retail/LSP industry experience (at least 4 years) with multiple clients
• Consultative and value-based solution selling expertise
• Ability to drive innovative transformation for competitive advantage
• Strong management consulting and leadership skills
• Outstanding interpersonal skills for relationships with prospects, customers, and partners
• Ability to lead cross-functional teams and work with senior management
• Ability to benchmark customers against supply chain best practices and business results
• Action-oriented with proven experience in supporting complex, high-value sales

• Excellent communication
• Interpersonal skills
• Leadership
• Familiarity with warehouse management systems
• Returns processing knowledge
• Consultative/value-based selling

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