The Value Advisor 3 is responsible for accelerating sales deals by determining and effectively communicating the overall value of proposed company solutions.
Responsibilities
Lead complex value consulting engagements involving multiple departments and locations
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 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 senior 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, deployed solutions, case studies and industry trends/metrics
Collaborate with internal teams to ensure consistency of deliverables, approach, and the improvement 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
Take proactive measures to identify and improve internal efficiencies and grow knowledge of the team; remain current on best practices and market trends
Provide guidance and support to other team members
Basic Qualifications
Bachelor's Degree or equivalent experience
Demonstrated 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
Strong knowledge or expertise in value consultant sales in relevant technology solution or assigned industry
Strong negotiating and influencing skills
Demonstrated ability to establish rapport and gain the trust of others
Strong 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
Strong collaboration skills, applied successfully within team as well as with other areas
