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
