Principal, Supply Chain Tranformation Software Growth/Sales

Fractal is a strategic AI partner to Fortune 500 companies with a vision to power every human decision in the enterprise. Fractal is building a world where individual choices, freedom, and diversity are the greatest assets. An ecosystem where human imagination is at the heart of every decision. Where no possibility is written off, only challenged to get better. We believe that a true Fractalite is the one who empowers imagination with intelligence. Fractal has been featured as a Great Place to Work by The Economic Times in partnership with the Great Place to Work® Institute and recognized as a ‘Cool Vendor’ and a ‘Vendor to Watch’ by Gartner.

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Role Overview:

We are looking for an experienced Principal Consultant to help enterprises solve complex supply chain and operations challenges through a combination of consulting, technology, and software-led transformation.

This role combines strategic consulting, executive engagement, and commercial leadership to identify high-value business opportunities, shape solution strategies, and accelerate software adoption across enterprise clients.

The ideal candidate brings deep supply chain domain expertise, strong executive presence, and a proven track record of leading transformation discussions, influencing senior stakeholders, and driving enterprise software growth.

Beyond delivering successful client engagements, this role is expected to recognize recurring business challenges, identify reusable software opportunities, and help shape scalable product capabilities that can be adopted across multiple enterprises .

Responsibilities:

• Business Development & Market Growth
• Drive new logo acquisition and software revenue growth across strategic enterprise accounts.
• Develop industry-specific transformation narratives aligned to operational and business priorities.
• Build and manage a strong pipeline of software opportunities through executive engagement, networking, and strategic account development.
• Partner with account teams to expand software adoption within existing enterprise clients.

Consulting-led Sales

• Lead executive discovery sessions to understand operational priorities, business challenges, and transformation opportunities.
• Facilitate structured workshops to assess business processes, decision workflows, and technology landscapes.
• Translate operational challenges into solution strategies and implement roadmaps.
• Build trusted relationships with Supply Chain, Manufacturing, Procurement, Operations, and Digital Transformation leaders.
• Position software as an enabler of measurable business outcomes rather than a standalone technology solution.

Software Selling & Deal Ownership

• Own the end-to-end software sales lifecycle from opportunity qualification through commercial closure.
• Develop compelling business cases, executive presentations, value hypotheses, and ROI assessments.
• Deliver solution demonstrations aligned to client-specific operational scenarios.
• Collaborate with Product, Engineering, and Delivery teams to ensure seamless transition from sales to implementation.
• Support contract negotiations, proposal development, and executive presentations.

Commercial Strategy & Pricing Leadership

• Shape commercial constructs including subscription, implementation, value-based, and outcome-linked pricing models.
• Work closely with Product, Finance, and Delivery teams to develop scalable commercialization strategies.
• Identify expansion opportunities through cross-sell, upsell, and multi-solution adoption.
• Contribute to go-to-market strategies, industry campaigns, and thought leadership initiatives.

Product & Market Intelligence

• Identify recurring business problems that can be transformed into scalable software capabilities.
• Think beyond individual client engagements by recognizing patterns that can become reusable products, accelerators, or platform capabilities.
• Partner with Product Management to influence roadmap priorities based on customer needs and market demand.
• Capture competitive intelligence, industry trends, and customer feedback to strengthen product positioning.
• Contribute to building repeatable industry playbooks, solution accelerators, and commercialization assets.

Qualifications:

Must-Have Experience

• 10–15 years of experience in Supply Chain Consulting, Enterprise Software, Digital Transformation, or Solution Consulting.
• Proven expertise across one or more supply chain domains including Demand Planning, Inventory Optimization, Procurement, Manufacturing, Logistics, Fulfillment, or Supply Chain Planning.
• Demonstrated success leading enterprise transformation programs for Fortune 500 or large global organizations.
• Experience selling or commercializing enterprise software, SaaS, AI, analytics, or digital transformation solutions.
• Strong track record of leading executive discovery sessions, business workshops, and solution strategy engagements.
• Experience shaping complex business opportunities from problem discovery through commercial proposal and deal closure.
• Proven ability to influence senior business stakeholders including Supply Chain, Operations, Procurement, Manufacturing, and Digital Transformation leaders.
• Experience working closely with Product, Engineering, and Delivery teams to translate customer needs into scalable software capabilities.

Core Competencies

• Supply Chain & Industry Expertise
• Strong understanding of end-to-end supply chain operating models and enterprise business processes.
• Ability to identify operational pain points and translate them into transformation opportunities.
• Experience across one or more industries such as Manufacturing, Consumer Products, Retail, Life Sciences, Industrial Products, or High Technology.
• Consulting & Commercial Excellence
• Executive storytelling and presentation skills.
• Business problem structuring and value hypothesis development.
• Consultative selling and enterprise relationship management.
• Commercial proposal development and business case creation.
• Workshop facilitation and executive stakeholder management.

• Software & Product Mindset
• Ability to identify recurring customer challenges and recognize opportunities for reusable software capabilities.
• Experience working with enterprise SaaS platforms or cloud-based business applications.
• Strong understanding of software commercialization, product adoption, and customer success principles.
• Ability to balance client-specific needs with scalable product thinking.

• Leadership
• Proven ability to lead cross-functional teams without direct authority.
• Strong collaboration across Sales, Product Management, Engineering, Delivery, and Customer Success.
• Entrepreneurial mindset with the ability to operate in a fast-growing software business.

Preferred Qualifications

• MBA or equivalent postgraduate degree preferred.
• Experience with leading consulting firms such as McKinsey, BCG, Bain, Accenture, Deloitte, EY, Kearney, PwC, IBM Consulting, or Capgemini.
• Experience with enterprise supply chain software providers such as o9 Solutions, Blue Yonder, E2open, ToolsGroup, Logility, Anaplan, Kinaxis, or Coupa.
• Familiarity with ERP and enterprise platforms including SAP, Oracle, Microsoft Dynamics 365, or similar enterprise ecosystems.
• Experience working with AI-enabled enterprise software, analytics platforms, cloud technologies, or digital supply chain solutions.

What Success Looks Like:

• Consistently build a strong pipeline of qualified enterprise software opportunities.
• Win new enterprise clients while expanding strategic relationships.
• Become a trusted advisor to senior supply chain and operations executives.
• Translate customer challenges into scalable software opportunities that drive long-term product growth.
• Influence future product direction through continuous market engagement and customer insights.
• Build repeatable commercial playbooks that accelerate software adoption across industries.
• Leave every client engagement stronger than you found it—not only by solving today's business problem, but by identifying reusable capabilities that create value across future customers.

Pay:

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Fractal, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is: Up to $235,000 . In addition, you may be eligible for a discretionary bonus for the current performance period.

Benefits:

As a full-time employee of the company or as an hourly employee working more than 30 hours per week, you will be eligible to participate in the health, dental, vision, life insurance, and disability plans in accordance with the plan documents, which may be amended from time to time. You will be eligible for benefits on the first day of employment with the Company. In addition, you are eligible to participate in the Company 401(k) Plan after 30 days of employment, in accordance with the applicable plan terms.

Fractal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.