Director of Business Practices

In this role, you will assist Global Sales Reps with non-standard SaaS, software license, and professional services deal structuring business approvals and, if appropriate, some Customer negotiations. Your role will be to help these teams shape transactions that align with Blue Yonder’s internal policies and business practices, but also deliver creative solutions to still meet client needs. The role requires working hour flexibility and responsiveness, particularly at quarter ends, to help teams meet period-end goals and with the assumption that “time kills all deals.”

The Global Business Practices Director will act as a liaison between various internal teams such as Billing, Commercial Desk, Legal, and Revenue Recognition to resolve contractual and commercial business issues. This role requires the recognition of patterns and anticipation of problems that could lead to problematic deals and proactively initiate course-correcting to ensure deal requests stay compliant with Blue Yonder’s polices and general Revenue Recognition guidelines. The Global Business Practices Director will also document and train field stakeholders on commercial policies, emerging business trends, deal structures, and other field productivity tools as these are created or refreshed. The role will work closely with our field support teams (Commercial Desk, Legal, Revenue Recognition) to ensure that important commercial learnings, playbooks, and deal structures are understood and communicated for efficient support by various levels of the organization.

Responsibilities

• Handle non-standard business approvals specific to Blue Yonder’s field sales and professional services, helping to shape and align deals to win, comply with policies, and maximize bookings growth.
• Help to maintain the Blue Yonder Approval Matrix, or other documents used to assist Sales, and work to simplify the documents to always stay relevant.
• Review Partner or Customer Master Agreements as needed to help Sales understand the contractual terms that govern the relationship with the Customer
• Document commercial policies, create new policies as needed, and train members of the field on new policies or job aids
• Assist in developing and maintaining a ‘Sales Guide’ to help Global Sales better understand contract terms and preferred responses to frequent Customer questions
• Create and maintain a ‘language library’ of preferred language options to issues that are frequently seen through the approval process
• Be a trusted advisor to Global Sales and attend Sales Forecast calls as invited/needed
• Monitor and track any patterns of concern (frequently requested items that have a material impact on Blue Yonder’s business) and develop a plan of action to address
• Create new project ideas to help transform Blue Yonder’s business
• Be an internal leader and help Lead collaborative and cross-functional projects with teams in the Commercial Excellence group or other internal stakeholders to help increase productivity and reduce silos. 
• Reinforce best practices with Global Sales 
• Assist sales, if appropriate, in direct conversations with Customers during deal negotiations

Qualifications

• Highly self-motivated independent worker and thinker. We want someone who takes initiative. 
• Pro-active action and approach, where possible
• 10 plus years’ experience working in a Contracts/Commercial Desk or Sales Operations role preferably in Enterprise Software, SaaS, or Technology  
• Ability to effectively manage and communicate change
• Excellent relationship building skills. Able to be firm, but fair, and receptive to feedback. Able to build strong relationships that can withstand the natural tension that may arise when challenging decisions must be addressed with stakeholders
• Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to act while remaining collaborative and open to feedback 
• Works with others to deliver results, meaningfully contributing to the team and prioritizing group needs over individual needs
• Clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding 
• Able to be succinct and clearly summarize insights and business impact. Appropriately tailors messages to audience 
• Skilled at figuring out and managing the processes and timelines necessary to get work accomplished 
• Can effectively cope with change, finding ways to advance work and projects