Senior Value Advisor jobs at Jfrog in United Kingdom, London

• Collaborate with account executives to understand Customer requirements and develop customized technical solutions.
• Translate business objectives into technical requirements and solution designs.
• Conduct discovery sessions, technical presentations, and product demonstrations for prospective customers in both English and Spanish.
• Conduct compelling Proof of Values (POVs), and product demonstrations to showcase the value and impact of JFrog solutions.
• Support transition from pre-sales to post-sales, ensuring continuity and alignment of expectations.
• Respond to RFPs, RFIs, and technical questionnaires, including those in Spanish-speaking markets.
• Represent JFrog at industry events and conferences, highlighting the transformative potential of JFrog products.
• Influence JFrog’s product roadmap by communicating customer feedback and identifying trends in the DevOps and DevSecOps landscape.
• Stay ahead of industry trends, continuously enhancing your knowledge of emerging technologies in DevOps, cloud infrastructure, and software development.

• 7+ years of experience in technical sales, presales, or sales engineering roles (experience with MEDDPICC is a plus).
• Fluency in English is required, with the ability to conduct business conversations and technical discussions.
• Proven expertise in DevOps tools and methodologies, including Docker, Kubernetes, CI servers, Git, Artifactory, and build tools.
• Strong experience building software pipelines using diverse DevOps tools.
• Hands-on experience with Linux and cloud platforms (AWS, Azure, or GCP) – mandatory.
• Familiarity with software architecture design, scalable product development, and on-premise/cloud hybrid environments.
• Experience delivering POVs and technical demonstrations to diverse stakeholders, from technical teams to business leaders.
• A customer-centric mindset with a "can-do" attitude and a passion for learning and solving complex problems.
• Exceptional communication and presentation skills, capable of translating technical concepts into business value for varied audiences.

**Residency in London is required

We seek a dynamic, analytical, and customer-focused
Senior Value Advisorto join our Sales Organization.

• Champion value selling, driving value assessments with key strategic accounts
• Participate on the account team as a strategic partner, advising and influencing account strategy, deal planning and success plans.
• Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation.
• Work closely with deal strategy and Deal desk to ensure optimum commercial deals.

• Work with Enterprise sales teams to define the commercial strategy; prioritise sales initiatives based on pain points, value creation potential, and customers’ priorities.
• Build and deliver compelling Investment Justifications to secure Customers’ funding for the JFrog Platform.
• Work closely with account teams and customers to identify and analyse key business value drivers.
• Lead, build, and deliver compelling business cases that translate complex technology solutions into tangible business benefits.
• Drive customer engagement through effective communication and presentation of business value propositions.
• Collaborate with product and marketing teams to ensure that value propositions align with market needs.
• Conduct market research to stay abreast of industry trends and competitive insights.
• Create tools and templates for sales and other stakeholders to identify product value.
• Continuously innovate and iterate on JFrog’s value framework including specific value drivers, tools, methodologies, and deliverables.
• Analyse the value and differentiate between self-hosted and SaaS solutions using uptime productivity, TCO, and Business Value.
• Future work will include designing post-ROI measurement techniques for customers' actual benefit realization.
• Enable, reinforce, and coach go-to-market teams to operate with a value-driven sales mindset

• Bachelor's degree in Business, Finance, or related field; MBA is preferred.
• A minimum of 8 years of experience in a business consulting or value consulting/engineering role.
  
• German communication and presentation skill is preferred
• Strong ability to build, quantify insights and communicate recommendations to CxOs
• Strong analytical & problem-solving skills are critical.
• Strong influencing capabilities; must be a self-starter, high-energy
• Proven experience in a technology-focused SaaS sales environment, preferably with DevOps, cybersecurity, or software supply chain solutions.
• Demonstrated ability to build and deliver persuasive business cases.
• Strong understanding of ROI, NPV, and Payback metrics calculations and business value selling methodologies.