Blue Yonder
Sales Director, Network
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Role Summary
The director serves as the General Manager for a designated network vertical, owning both strategy and go-to-market execution within a matrixed organization. This individual is the “go-to” expert for the vertical, responsible for driving network growth, adoption, and monetization across hubs and trading partners.
This role combines market expertise, commercial leadership, and operational oversight to establish the network as the de facto industry standard within the vertical.
Key Responsibilities
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Vertical GM Ownership & Strategy
- Own the end-to-end strategy and GTM execution for the network within the vertical.
- Develop deep expertise in market dynamics, trends, competitive landscape, and key players.
- Define and execute Blue Yonder’s vertical playbook for network (e.g., lead with network, network-led expansion, stand-alone network sales, drag-along motions, etc.).
- Act as the primary voice of the vertical, influencing internal strategy and direction.
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Network Growth, Adoption & Expansion
- Own identification and acquisition of priority network members (hubs and trading partners) required to establish the network as the vertical standard.
- Drive proactive outreach in partnership with sales to secure strategic participants.
- Own progress against targeted network member acquisition goals.
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Strategic Deal Support & Customer Engagement
- Provide direct support on top 3–5 strategic hub accounts, acting as a senior sponsor and deal leader as required.
- Build and maintain executive and operational relationships with key customer stakeholders.
- Serve as a trusted advisor on network strategy, onboarding, and value realization.
- Ensure successful network expansion within key accounts.
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Network Build-Out & Operational Excellence
- Establish and promote best practices for deployment, onboarding, and network expansion.
- Ensure scalability and repeatability of network build-out approaches across the vertical.
- Identify barriers to adoption and drive cross-functional resolution.
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Performance Management & Insights
- Own monitoring and reporting of vertical network KPIs, including both hubs and trading partners.
- Manage pipeline development and performance against vertical targets.
- Deliver regular operating cadences, including:
- Quarterly business reviews
- Monthly, weekly updates as required
- Translate insights into actionable growth and optimization plans.
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Pricing, Monetization & Roadmap Influence
- Advocate for and help shape vertical-specific roadmap priorities.
- Provide input into network monetization strategies and pricing structures.
- Ensure alignment between market needs, product capabilities, and commercial models.
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Go-to-Market & Ecosystem Development
- Partner with marketing to build and execute a vertical-specific network marketing plan, including:
- Targeted outbound campaigns
- Industry-facing collateral
- Events and thought leadership.
- Develop strong relationships with industry influencers, including consultants, trade organizations, and analysts.
- Position the company as a leader in network-driven transformation within the vertical.
- Partner with marketing to build and execute a vertical-specific network marketing plan, including:
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Key Success Metrics
- Vertical network ARR and bookings growth (hubs and trading partners)
- Pipeline creation and conversion vs. targets
- Trading partner match rates and network density
- Adoption and success of targeted strategic hubs
Profile & Capabilities
- Proven ability to operate as a GM-style leader in a matrixed organization.
- Strong understanding of network business models, ecosystem dynamics, and multi-party value creation.
- Deep vertical expertise with strong industry relationships.
- Experience in complex deal support, enterprise sales, and strategic account engagement for supply chain solutions, ideally those with a network component.
- Highly analytical and data-driven, with the ability to convert insights into execution.
- Strong cross-functional leadership and influence 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](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.
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