Blue Yonder Title: Client Partner – Retail Hardlines / Retail Softlines

Location: Virtual within the US

Overview

Blue Yonder, a leading supply chain software company, is seeking a highly motivated and experienced Client Partner to join our Sales team. The ideal candidate will be responsible for driving Professional Services bookings and revenue and ensuring successful implementations of Blue Yonder’s solutions with several of our major customers. This is an exciting opportunity for an individual who is passionate about sales, building customer relationships, helping customers achieve successful outcomes, and driving revenue.

Scope

Blue Yonder is looking for a Client Partner for North America Services Sales focusing on Retail 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 motions within their assigned territories. The role’s primary objectives are to position a value-based selling approach with our industry leading solutions, generating and closing qualified pipeline, and collaboratively working with Blue Yonder's Partner ecosystem, 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 Cognitive solutions is preferred.

What you’ll do

• Be regarded as the Trusted Advisor on implementing Blue Yonder’s Supply Chain planning and execution solutions – with a preferred background in Retail Softlines & Hardlines
• Exposure to BY’s AI/ML based solutions (or similar industry solutions) would be preferred
• Own the overall Services Sales strategy for your assigned territory of accounts, partnering with Blue Yonder SaaS Sales, Presales, Strategic Advisory and others to ensure cross-organization alignment
• Engage directly with your customer base, walking the halls, developing Trusted Advisor relationships, positioning BY Software solutions and services, and supporting Request for Proposals (RFPs) for new sales opportunities
• Collaborate with all internal Blue Yonder business functions (i.e. Sales Leadership, Customer Executives, Customer Success teams, Delivery and Consulting counterparts, Product leadership, etc.) to develop and maintain an effective sales strategy, and ensuring 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 implementation plans and effort estimates based on our recommended best practices, as well as writing and delivering business proposals and detailed Statements of Work, focusing on quick time to value in support of software sales cycles and services back-sell opportunities
• 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
• Facilitate Services workshops for prospective customers highlighting the value of Blue Yonder’s services in addressing customers’ business challenges and needs with Blue Yonder solutions and professional services offerings
• 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 for implementation approaches and promote Blue Yonder events and trade shows
• Develop template plans and services sales collateral, and help ramp up other team members and new hires on the team
• Work with Partners where applicable 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 territory

What we are looking for

• Combination of 10 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
• Relevant or equivalent work experience implementing BY portfolio supply chain solutions
• Exposure to industry specific business / planning processes for Retail Softlines and/or Hardlines
• 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 desired outcomes
• Strong communication, reporting and presentation skills to large groups of people and customer 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

Synonymous Business Title: Sr Services Advisor