Industry Practice Lead, Supply Chain

4 weeks ago

Edinburgh, United Kingdom Moody's Full time

Moody’s Analytics is an established leader in global data and supplier risk solutions bringing transparent data, predictive analytics, and flexible workflow tools to the market to power better decisions.

A Moody’s Analytics Industry Practice Lead (IPL) plays a critical role in the sales cycle by establishing credibility and confidence in Moody's Analytics’ products and solutions with prospective clients. The IPL facilitates solution architecture to address our customers use cases based on Moody’s Analytics existing, future and acquired solutions. The IPL collaborates in the creation of a new product offering, its value proposition and architecture, and facilitates market feedback using rapid learning approach to product development. The Practice Lead will interface with internal stakeholders such as product, research, partnerships, advisory, and customer success teams to align Moody’s solutions to the industry challenges.

Working in conjunction with the members of the Sales and Product teams, the IPL will manage the qualification and solutioning stages of the sales process as the key solution architect and product advocate of Moody’s Analytics. Specifically, the IPL for Supply Chain will actively support the evaluation stage of the sales process and serve as the technical advisor for Moody’s Analytics product suite. Further, the IPL will be responsible for understanding customer needs to lead the solutioning stage of the sales process and prepare, present, and promote the sale of Moody’s Analytics solutions to the customer.

Importantly, as an IPL for Supplier risk, you will also be participating in industry advocacy efforts with industry associations and standard setters. This advocacy may take form of industry presentations, articles and white papers, webinars, podcasts, and workshops.

**Key Responsibilities**:

- Demonstrate credibility and thought leadership in utilising company information for supply chain management, supporting many areas of risk including financial risk, sustainability and reputational risk, compliance risk, cyber risk and operational resiliency
- Understand prevailing trends and best practices in relevant markets to effectively position Moody’s solutions in helping organisations address their needs
- Possess a high technical affinity, with ability to understand and explain APIs and software integrations, software architecture, and software configuration to non-technical audiences
- Lead customer facing meetings to determine business and methodological requirements and architect solutions based on each client use case and Moody’s analytics product suite
- Manage qualification and solutioning stages of Moody’s Analytics sales cycles of Moody’s solutions to execute our short-term and long-term strategic goals while hitting P&L targets
- Gain customer acceptance of Moody’s Analytics products by explaining and/or demonstrating improvements in data, workflow, and supplier risk management
- Work closely with the members of the sales team on proposals, Requests for Proposal (RFPs) and Requests for Information (RFIs) responses
- Lead value proposition content by developing tools and training materials for the Sales teams’, keeping people informed on the latest developments from our core products and providing product training to Moody’s sales staff
- Identify and document product feedback and enhancements, understanding how proposed changes to existing functionality would impact overall product
- Provide thought leadership to the market by writing articles, professional blogs, and presenting at both Moody’s Analytics and external conferences
- Speak on and contribute to relevant industry conference panels, webinars
- Bachelor’s Degree in Business administration, Finance, Economics, Banking, Engineering, Mathematics, or similar field
- PhD or MBA is a plus
- Minimum of 10 years of experience working within corporates, consulting, risk advisory connected to supplier risk management
- Industry affiliation and leadership roles is a plus
- Experience with complex sales cycles and relationship management are a plus
- Public speaking experience, publications and/or internal lead on training within an organization are a plus
- Ability to travel
- Ability to work independently under mínimal supervision
- Excellent written and verbal communication skills including ability to listen to requirements and business problems in order to respond with the appropriate business answer
- Strategic, analytical, operations-focused, able to recognize market opportunities
- Patient and persistent with an ability to maintain a professional demeanor while working under time and customer pressures
- Ability to influence and gain buy-in from skeptics
- Ability to work productively and cooperatively in a structured and rigorous team environment

We strive to be a world-class sales organization with our customers’ needs at the centre of everything we do. Our client base ranges from

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