Blue Yonder Title: Sr Client Partner - Grocery / CPG / Life Sciences

Similar Title: Sr Services Advisor, Services Sales

Location: Virtual within the US

Scope

Blue Yonder is seeking for a Sr Client Partner for North America Services Sales focusing on Supply Chain Planning and Execution Solutions with emphasis on AI/ML based algorithms.

The Client Partner plays a pivotal role in working with Blue Yonder Customers to support SaaS Subscriptions and lead the Services Sales selling for their assigned opportunities. The role’s primary objectives are to position a value-based selling approach with our industry leading solutions and collaboratively work with the Partner eco-system, when applicable, to drive incremental growth for the company.

Our current technical environment

BY is making a transition from our current solutions to SaaS Native Cognitive Solutions. Knowledge of our current solution stack is preferred.

What you’ll do

• Be regarded as the Subject Matter Expert on implementing Blue Yonder’s Supply Chain planning solutions – with background in one the following sub-verticals

  • Grocery / CPG / Life Sciences

• Exposure to BY’s AI/ML based solutions (or similar industry solutions) would be preferred

• Own the overall Services Sales strategy for assigned solution suite and opportunities

• Support Request for Proposals (RFPs) for new sales opportunities and engage directly with prospective customers, helping to position BY Software solutions and services

• Collaborate with all internal Blue Yonder business functions i.e. Sales Leadership, Customer Executives, and Customer Success teams to develop an effective sales strategy prior to sales engagement, and ensure efficiency during the sales cycle to drive profitable outcomes for Blue Yonder

• Provide insights and support to the Sales Leadership and/or Customer Executive during a sales cycle

• Develop high level implementation plans and effort estimates based on our recommended best practices, focusing on quick time to value in support of software sales cycles

• Work closely with the customers in discovery sessions and ongoing follow-up discussions to ensure clear, unambiguous definition of scope and deliverables for the software implementation by the delivery teams

• Conduct Services workshops for prospective customers highlighting the value of Blue Yonder’s services in addressing customer’s business challenges and needs with Blue Yonder solutions

• Establish relationships with the key decision makers to negotiate services contracts and facilitate successful sales outcomes

• Work with Customer Success and marketing to develop collateral on implementation approaches and promote Blue Yonder events and trade shows

• Develop template plans, SOW Templates and services sales collaterals and help ramp up other team members and new hires on the team

• Works with Partners to identify opportunities and create demand through lead generation activities, product & services launch campaigns, and targeted account selling strategies in existing and opportunistic markets for assigned Solutions

What we are looking for

• Professional Services sales experience within a software and/or consultative company is required, with demonstrated success managing complex, end‑to‑end, program‑based sales cycles across multiple stakeholders

• Combination of 15 years’ relevant experience either positioning implementation services in support of Software Sales / evaluating need for implementation services (as a customer/partner) / previous experience in a formal sales / account management role

• Exposure to industry specific planning processes for Retail / Mfg

• Relevant work experience implementing BY portfolio supply chain solutions is highly desirable

• Exposure to new AI/ML based Solutions is preferred

• Ability to thrive in an extremely fast-paced, high-pressure, high-visibility role and handle multiple priorities

• Superior analytical skills, technical aptitude and attention to detail

• Current experience in a high growth enterprise software company, with SaaS/Cloud business models

• Strong Leadership skills and ability to influence

• Strong communication, reporting and presentation skills to large groups of people and C-Suite

• Ability to work in a fast-paced environment and handle multiple priorities

• Strong interpersonal skills and ability to build relationships with customers and partners

• Able to travel as required; minimum 25% travel expected

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