Senior Industry Principal

The Senior Industry Principal is a trusted advisor who provides industry solutions and value engineering expertise with specialized industry knowledge in CPG & supply chain management. Provides, guides, and uses professional judgement and concepts in developing solutions to critical issues that impact operational and strategic program success in developing supply chain management solutions that address future concepts and products. With a background in value selling and process/solution, uses a professional consultative approach to create a clear roadmap for our customers in technology and process improvements that provide the unique and significant value of Kinaxis Inc. solutions. The incumbent applies sound knowledge of the CPG industry, solutions, and customer specific business challenges, articulates, translates, and demonstrates how the right combination of process and Kinaxis Inc. solutions will address customer specific needs. About the role:What you will do

• Demonstrate solution knowledge within Kinaxis Inc. software offerings and provide key objectives for demonstrations.
• Domain expertise demand planning, S&OP, supply planning, supplier collaboration, business analytics, reporting, and infrastructure technologies.
• As a CPG industry knowledge expert, comprehends the complexity in key industry challenges and trends, connects those to the customers' unique business dynamics, and translates that to the appropriate Kinaxis Inc. solutions.
• Creates industry and customer specific messaging to support sales cycles, develops and fosters trusted long-term relationships with customers in areas such as business, finance, and IT, acts as pursuit manager on key operations.
• Exploits competitor intelligence solutions offerings to educate and communicate Kinaxis Inc. differentiation and how our product increases ties to enhance exclusive value.
• As a value engineering expert articulates, generates, and presents complex business case analysis typically conducted in collaboration with clientele, that clearly outlines how Kinaxis Inc. delivers distinguishing value and ROI of our solutions.
• An articulate and professional communicator demonstrates the value of supply chain management services and solutions through compelling and influential presentations for clientele, internal users, and ELT. Creates industry and customer specific messaging to support sales cycles.
• Acts as pursuit manager on key opportunities working collaboratively with sales, pre-sales, and services to position the right solutions to new prospects and existing customers.
• Works closely with pre-sales in the discovery phase to uncover differentiated value drivers.
• Provides key objectives for demonstrations and works with sales/pre-sales to align on demo flow.
• Evaluates and presents recommendations on how existing and emerging Kinaxis Inc. solutions can drive supply chain management efficiencies and transformation.
• Demonstrates industry leading expertise in supply chain management and technology domain expertise - Demand Planning, S&OP, Supply Planning, Supplier Collaboration, Business analytics / Reporting and Infrastructure Technologies.
  
  10+ years of consulting and/or pre-sales with CPG industry experience in supply chain management.
• Industry SME level of knowledge of supply chain fundamentals, industry best practices, and available solutions in the SCM / ERP space.
• Graduate degree (MBA or MS) preferred.
• Experience working with clients from multiple industries to develop industry leading supply chain management solutions. Experience in leading and managing multiple large and complex projects.
• Consultative sales savvy - appropriately positions software capabilities collaborates and interacts across all levels of the organization.
• Demonstrated ability to work jointly cross functional (sales, consulting, support, product management) with internal teams to achieve desired revenue and customer satisfaction goals.
• Finance background/experience is beneficial.
• Requires industry specific growth plans and extension of IP engagement.
• External sales cycle support
• Including upstream IP narrative calls
• Internal collaboration and alignment (product marketing, BC)
• Market Development by Industry
• Publication of industry papers
• Sub vertical specialization
• Set revenue target per industry (TAM, TAL, ARR)
• A valid passport to meet the required domestic and international travel.
  
  About Kinaxis
Elevate your career journey by embracing a new challenge with Kinaxis. We are experts in tech, but it's really our people who give us passion to always seek ways to do things better. As such, we're serious about your career growth and professional development, because People matter at Kinaxis. In 1984, we started out as a team of three engineers based in Ottawa, Canada. Today, we have grown to become a global organization with over 2000 employees around the world, and support 40,000+ users in over 100 countries. As a global leader in end-to-end supply chain management, we enable supply chain excellence for all industries. We are expanding our team in Europe and around the world as we continue to innovate and revolutionize how we support our customers. Our regional offices serve as centralized hubs where employees and customers from across Europe and the UK can come together to work towards solving some of the biggest challenges facing supply chains., Work With Impact: Our platform directly helps companies power the world's supply chains. We see the results of what we do out in the world every day-when we see store shelves stocked, when medications are available for our loved ones, and so much more. Work with Fortune 500 Brands: Companies across industries trust us to help them take control of their integrated business planning and digital supply chain. Some of our customers include Lockheed Martin, Yamaha, P&G, Honda, and more. Social Responsibility at Kinaxis: Our Diversity, Equity, and Inclusion Committee weighs in on hiring practices, talent assessment training materials, and mandatory training on unconscious bias and inclusion fundamentals. Sustainability is key to what we do and we're committed to net-zero operations strategy for the long term. We are involved in our communities and support causes where we can make the most impact. People matter at Kinaxis and these are some of the perks and benefits we created for our team:
• Flexible vacation and Kinaxis Days (company-wide day off on the last Friday of every month)
• Flexible work options
• Physical and mental well-being programs
• Regularly scheduled virtual fitness classes
• Mentorship programs and training and career development
• Recognition programs and referral rewards
• Hackathons