Managed Services Sales Specialist

Managed Services Sales Specialist

Our Company:

Blue Yonder is a global leader in digital supply chain transformation and omni-channel commerce

fulfillment. Blue Yonder’s AI-driven supply chain platform and multi-enterprise, multi-tier network

enables more accurate forecasting and dynamic management of capacity, inventory and transport. Blue

Yonder helps businesses navigate modern supply chain complexity and volatility with more resilient,

sustainable supply chains to delight customers, scale profitably, and run flawlessly. Backed by innovation

and a customer-first approach, we work with the world’s most recognized brands to create supply

chains that are smarter, more sustainable, and future ready.

Role Overview:

The Managed Services Sales Specialist supports the growth of Blue Yonder’s CX Subscription Services portfolio — Enhanced Support and Managed Services (MS) — across the installed base and net new customers. Based in India and operating as part of a global sales support model, this role is the engine behind quoting, pricing, proposal development, and early-stage customer pitches for Managed Services deals.

Working in close partnership with Client Partners, Account Executives, Services Delivery, and Customer Success, the specialist turns customer requirements into accurately scoped, competitively priced, outcome-focused Managed Services proposals — and helps carry those proposals through L1 and L2 customer conversations. This is a hands-on, high-volume role for a services seller who wants to deepen their commercial and solutioning skills on a global stage.

Quoting & Pricing Managed Services Deals

• Own the end-to-end build of quotes for Enhanced Support and MS opportunities — from initial sizing through final, approved pricing.
• Develop pricing models and multi-year commercial structures that align to Blue Yonder services margin targets and approved rate cards.
• Translate customer environment details — modules deployed, ticket volumes, system complexity, support history — into accurately scoped and priced service tiers.
• Model pricing scenarios and options (tier, term, coverage, region mix) to help sales teams position value and protect margin during negotiation.
• Manage quote accuracy, version control, and turnaround time; drive deals cleanly through pricing approval, deal desk, and configuration workflows.
• Maintain and continuously improve quoting templates, pricing calculators, and reusable scoping assets for the Managed Services portfolio.

L1 / L2 Customer Pitches

• Conduct L1 (introductory / awareness) and L2 (qualified / detailed) customer pitches for Enhanced Support and AMS offerings.
• Deliver a clear, confident overview of the Managed Services portfolio — scope, service tiers, delivery model, governance, and commercial structure.
• Run discovery conversations that surface operational pain points, adoption gaps, system stability issues, and internal support capacity constraints.
• Qualify opportunities and hand off well-documented, well-positioned deals to Client Partners and Account Executives for L3 and executive-level engagement.
• Support customer presentations, roadmap discussions, and QBRs with prepared content, pricing views, and follow-up materials.

Crafting Customer Proposals That Drive Business Outcomes

• Craft customer proposals that connect Managed Services scope directly to business outcomes — system stability, faster issue resolution, higher solution adoption, lower total cost of ownership, and continuous improvement.
• Build outcome-led value narratives and business cases rather than feature or task lists, using customer-specific data wherever possible.
• Draft and assemble proposal content, service scope descriptions, and supporting Statement of Work (SOW) components in partnership with Services Delivery.
• Tailor messaging by industry and persona across retail, manufacturing, logistics, and distribution customers.
• Respond to RFP/RFI Managed Services sections with accurate, compelling, and consistent content.

Pipeline & Opportunity Support

• Support pipeline hygiene, opportunity tracking, and forecast reporting for the Managed Services portfolio in CRM.
• Track quote-to-close progression and proactively flag stalled deals, approval bottlenecks, and expiring quotes.
• Identify whitespace and attach opportunities across the install base — particularly post-go-live stabilization, optimization, and expansion.
• Provide regular reporting on quoting volume, win rates, pricing trends, and deal cycle times.

Collaboration & Enablement

• Act as a day-to-day Managed Services resource for Client Partners and Account Executives across regions and time zones.
• Partner with Services Delivery, Finance, and Legal to validate scope, cost, and commercial terms before submission.
• Contribute to Managed Services sales plays, pitch decks, and value messaging.
• Share structured market and customer feedback with Services Leadership on pricing competitiveness and customer needs.

Qualifications

• 3–5 years of experience selling Managed Services, application managed services (AMS), recurring support offerings, or professional services within enterprise software.
• Demonstrated hands-on experience building quotes, pricing services deals, and developing customer proposals.
• Experience conducting customer-facing pitches and discovery conversations (L1/L2) in a sales or pre-sales capacity.
• Strong commercial acumen — comfortable with rate cards, margin, service tiers, and multi-year contract structures.
• Excellent written and verbal English communication skills, with the ability to write clear, persuasive, outcome-focused proposal content.
• Proficiency with CRM and quoting tools (Salesforce, CPQ, or equivalent) and strong spreadsheet skills.
• Ability to work effectively with global stakeholders across multiple time zones.
• Bachelor’s degree or equivalent practical experience.

Preferred Experience

• Familiarity with Blue Yonder solutions, implementations, support, or consulting engagements.
• Understanding of supply chain execution and planning operations.
• Experience supporting sales teams in North America or EMEA from an India-based shared services or global capability center model.
• Exposure to outcome-based or SLA-driven managed services commercial models.
• Background working in matrixed, global enterprise organizations.

• Quote accuracy, quality, and turnaround time for Managed Services deals.
• Contribution to Managed Services pipeline generation and bookings attainment.
• Volume and conversion rate of L1/L2 pitches into qualified opportunities.
• Proposal quality — scope clarity, margin alignment, and outcome-based positioning.
• Attach and expansion rates of Managed Services post go-live.
• Stakeholder satisfaction from Client Partners, Account Executives, and Services Delivery.
• CRM data hygiene and forecast reporting accuracy.

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.

Experience Level

Mid Level