Overview
The Value Advisor 4 is responsible for accelerating sales deals by determining and effectively communicating the value of proposed company solutions.
Responsibilities
• Operate as a trusted advisor to the sales team, prospects and customers; lead the most complex, high-value consulting engagements
• Conduct onsite value workshops at customer locations to understand the cost of the customer's current state and the estimated value of the future state with company solutions
• Work with sales teams and partners to determine the scope and objectives of value consulting engagements; train strategic partners to independently conduct value workshops
• Generate ROI workbooks for opportunities, owning the process once the SPAR has been assigned through delivery and approval by the customer and Account Manager
• Create complex business cases explaining the overall value of company-offered solutions to further drive results
• Create presentations providing an executive-level overview of the overall value of company-offered solutions to drive results
• Present value consulting findings to executive and C-level prospects
• Transfer pre-sales knowledge to the services project team to help them understand the value of solution requirements
• Document and summarize the value from previous value consulting engagements, deployed solutions, case studies and industry trends/metrics
• Be recognized as a leader across the Sales management structure and ensure consistency of deliverables, approach and the evaluation of best practices
• Work closely and proactively within the product organization to determine the value of existing and proposed point/packaged solutions and product enhancements
• Remain current on company-offered software solutions and services offerings, including capabilities and common customer deployments
• Operate as an innovative thought leader among the team; contribute significantly to the overall growth and quality of the department
• Mentor, coach and train other team members
Basic Qualifications
• Bachelor's Degree or equivalent experience
• Extensive experience with enterprise content services solutions, capabilities, and deployments across multiple verticals and business processes
• Understands and can explain financial concepts such ROI, MARR, payback, present value, IRR, depreciation, etc.
• Microsoft Office software proficient
• Deep knowledge and expertise in value consultant sales in relevant technology solution and industry
• Excellent negotiating and influencing skills
• Excellent ability to establish rapport and gain the trust of others
• Excellent at gaining consensus across multiple departments and leadership levels
• Able to thrive in a fast paced, deadline driven environment
• Present and write with ease, clarity and impact, using a communication style appropriate to the subject and the audience
• Self-motivated with the ability to manage engagements independently to completion
• Demonstrated ability to write concise, logical, grammatically correct documentation
• Excellent collaboration skills, applied successfully within team as well as with other areas
• Up to 25% travel time required