Sales Director, Network

Role Summary

The director serves as theGeneral Manager for a designated network vertical, owning bothstrategy and go-to-market executionwithin a matrixed organization. This individual is the“go-to” expert for the vertical, responsible for drivingnetwork growth, adoption, and monetization across hubs and trading partners.

This role combinesmarket expertise, commercial leadership, and operational oversight to establish the network as thede facto industry standard within the vertical.

Key Responsibilities

1. Vertical GM Ownership & Strategy

• Own theend-to-end strategy and GTM execution for the network within the vertical
• Develop deep expertise inmarket dynamics, trends, competitive landscape, and key players
• Define and execute Blue Yonder’svertical playbook for network (e.g., lead with network, network-led expansion, stand-alone network sales, drag-along motions, etc.)
• Act as theprimary voice of the vertical, influencing internal strategy and direction

2. Network Growth, Adoption & Expansion

• Own identification and acquisition ofpriority network members (hubs and trading partners) required to establish the network as thevertical standard
• Driveproactive outreach in partnership with sales to secure strategic participants
• Own progress againsttargeted network member acquisition goals

3. Strategic Deal Support & Customer Engagement

• Provide direct support ontop 3–5 strategic hub accounts, acting as a senior sponsor and deal leader as required
• Build and maintainexecutive and operational relationships with key customer stakeholders
• Serve as atrusted advisor on network strategy, onboarding, and value realization
• Ensure successfulnetwork expansion within key accounts

4. Network Build-Out & Operational Excellence

• Establish and promotebest practices for deployment, onboarding, and network expansion
• Ensure scalability and repeatability ofnetwork build-out approaches across the vertical
• Identify barriers to adoption and drivecross-functional resolution

5. Performance Management & Insights

• Ownmonitoring and reporting of vertical network KPIs, including both hubs and trading partners
• Managepipeline development and performance against vertical targets
• Deliverregular operating cadences, including:
  • Quarterly business reviews
  • Monthly, weekly updates as required
• Translate insights intoactionable growth and optimization plans

6. Pricing, Monetization & Roadmap Influence

• Advocate for and help shapevertical-specific roadmap priorities
• Provide input intonetwork monetization strategies and pricing structures
• Ensure alignment betweenmarket needs, product capabilities, and commercial models

7. Go-to-Market & Ecosystem Development

• Partner with marketing to build and execute avertical-specific network marketing plan, including:
  • Targeted outbound campaigns
  • Industry-facing collateral
  • Events and thought leadership
• Develop strong relationships withindustry influencers, including consultants, trade organizations, and analysts
• Position the company as aleader in network-driven transformation within the vertical

Key Success Metrics

• Verticalnetwork ARR and bookings growth (hubs and trading partners)
• Pipeline creation and conversion vs. targets
• Trading partner match rates and network density
• Adoption and success oftargeted strategic hubs

Profile & Capabilities

• Proven ability to operate as aGM-style leader in a matrixed organization
• Strong understanding ofnetwork business models, ecosystem dynamics, and multi-party value creation
• Deepvertical expertise with strong industry relationships
• Experience incomplex deal support, enterprise sales, and strategic account engagement for supply chain solutions, ideally those with a network component
• Highlyanalytical and data-driven, with the ability to convert insights into execution
• Strongcross-functional leadership andinfluence 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

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.