The Senior Pre Sales Consultant Retail role is a key role within the JDA sales team that combines the competencies of strategy consulting, process consulting, solutions consulting and sales execution.
You will provide thought leadership and work with C-level executives and their teams to define their supply chain strategy, process & solution transformation roadmap to operationalize the strategy, and provide a strong business case supported by compelling value proposition for deploying JDA solutions.
Leveraging your hands-on business experience, management consulting skills, industry knowledge, supply chain expertise, combined with solution familiarity and communications skills, to conduct discovery, develop a JDA point of view, lead process & solution workshops and position JDA solutions to strategic customers and prospects.
The Senior Pre Sales Consultants pursue strategic sales cycles requiring a solution that spans multiple JDA 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 value chain in the retail industry
Understand and frame a point of view on the recent industry trends, like big data, mobility, omni channel shopping, etc.
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
Drive Strategic Opportunity Assessments ; Conduct site surveys, interviews and research JDA Industry & Solution knowledge base, public domain or other sources to develop a Point of View on customer’s key business issues, and JDA partnership capability to support such transformational program
Link the issues experienced by the customers with their potential root causes
Map the customer issues to specific 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 solution
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 JDA offerings with proof points including value, process enablement, and software demonstrations
Possess and maintain strong understanding of industry trends and supply chain management trends
Possess and maintain competitor strengths / weaknesses
Develop and maintain JDA Solutions expertise
Assist Major Customer Executive in educating prospect and creating a compelling business case for JDA
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 JDA solution
Must have proficiency in end to end retails supply chain processes.
Deep domain knowledge of the end to end business processes in merchandising, category management, consumer segmentation, syndicated data, plan-
o-gram & macro space management, supplier collaboration and supply chain
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 the Retail 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
Extensive business experience as a senior level supply chain practitioner or management consultant with a prime consulting firm
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.
Education : BS / MS level Degree / Professional qualification preferred.
Location : This role requires extensive travel throughout EMEA
Location Italy; The JDA Office is in Milan