The Value Advisor 2 is responsible for accelerating sales deals by determining and effectively communicating the overall value of proposed company solutions.
Responsibilities
Act as the main point of contact on standard 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
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 standard business cases for customers, explaining the overall value of company-offered solutions to further drive results
Create and deliver standard presentations providing a high-level overview of the overall value of company-offered solutions to drive results
Present value consulting findings to mid-management 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, conversions/convergences, deployed solutions, case studies and industry trends/metrics
Basic Qualifications
Bachelor's Degree or equivalent experience
Experience with enterprise content services solutions, capabilities, and deployments
Understands basic financial concepts
Microsoft Office software proficient
Demonstrated knowledge in value consultant sales in relevant technology solution or assigned industry
Good negotiating and influencing skills
Demonstrated ability to establish rapport and gain the trust of others
Good 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
Good collaboration skills, applied successfully within team as well as with other areas
