Vistex Industry Principal-Retail will build a strategic and ongoing partnership with Vistex clients. The Industry Principal is responsible for providing industry expertise and thought leadership to Vistex prospects, clients, and internal stakeholders. He/she engages with clients to:
Assess current Go-to-Market (GTM) practices compared to best practice and the competition. Provide strategic GTM strategy and program assessments, roadmaps, processes, and workflows. Ensure that the Vistex GTM software solutions fully support best practice GTM strategies, tactics, and workflows for their designated industry sector.
Responsibilities:
Sales engagement:
Once the sales team identifies a viable opportunity, the Industry Principal engages on the second call and supports the sales team to turn high probability leads into qualified opportunities and close the deal.
The Industry Principal will engage with the client in a “rapid assessment” or “health check” to identify pain points and assess opportunities to enhance GTM strategy, workflows, and infrastructure to support recommended enhancements.
The next step, value engineering, involves mapping proposed Vistex solutions against current or proposed program enhancements and workflows to ensure that the required processes, workflows, and infrastructure requirements can be met and to demonstrate improved efficiencies and a positive ROI for the infrastructure investment.
The Industry Principal may involve the analytics team and tools during this phase.
The rapid assessments and value engineering phases are designed to demonstrate industry expertise and proof of performance with regard to the proposed Vistex solutions.
During this phase, the Industry Principal and the Vistex team must demonstrate that the Vistex solutions meet/exceed program and workflow requirements and deliver enhanced efficiencies and increased ROI.
Sales support:
The Industry Principal will support the sales and services teams with RFP’s, demonstrations, presentations, and deal strategy as required/necessary.
The role of the Industry Principal in this regard is to provide industry expertise and direction and to participate in client meetings as necessary.
An important component of the Industry Principal role is to provide “knowledge transfer” to sales and consulting teams and coach them in best industry practices to best demonstrate and configure Vistex solutions.
The desired outcome of the Industry Principal’s sales engagement and sales support is the client commitment to a Vistex software implementation and ongoing consultation regarding best practice.
Strategic Engagement and Thought Leadership
Lead strategic engagements with clients from GTM strategic assessment to best of breed program design and implementation grounded in vertical market expertise.
Subject Matter Expert (SME) for GTM best practices within a specific vertical market or industry.
Demonstrate a solid understanding of sales, marketing, finance, and business processes related to GTM programs in a given industry.
Provides thought leadership regarding the industry, industry trends, and GTM best practices to clients and to the Vistex organization.
Represent Vistex as a thought leader in the industry, present at industry events, conduct webinars, write white papers, and blogs, and participate in industry group discussions via social media
Product Management and Analytics Support
The IP provides industry specific guidance to the product management team, assesses competitive offerings, and communicates functional requirements regarding Vistex GTM software solutions.
The IP provides guidance to the analytics team with regard to his/her industry’s GTM performance standards and metrics to ensure that reporting, dashboarding and analytics projects reflect industry terminology and KPI’s.
About us: The Vistex platform helps businesses finally get control of all their different promotions, rebates, SPAs, discounts, and other incentives. With so many programs across so many partner relationships, it can be impossible to see where all the money is going, let alone how much difference it’s actually making to revenue. With Vistex, business leaders can see the numbers, see what really works, and see what to do next – so they can make sure every dollar they spend really is driving more growth, not just more costs. It’s why global enterprises ranging from Coca-Cola to Sony to Grainger rely on Vistex every day. Vistex | Now it all adds up. ™
