WHAT YOU’LL DO
- Value Selling: Create high-quality deliverables that communicate strategic agreement, present multi-year roadmaps, and document the full business case to justify action by developing compelling business case and ROI analyses
- Orchestration: Lead and facilitate discovery sessions to understand customers' current challenges and future business capabilities, identifying and prioritizing key business value drivers
- Sales Partnership: Collaborate closely with sales teams to define account strategies, prioritize sales initiatives, and identify new opportunities based on value creation potential
- Customer Success: Lead strategic engagements with our customers, guiding them through the entire customer lifecycle, from strategic alignment to measuring realized value
- Deal Negotiation: Assist in the development and delivery of commercial proposals and deal structures, providing insights to senior sales leaders to execute negotiation strategies effectively
- Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales teams throughout and beyond the sales cycle
WHAT YOU’LL BRING
- Experience: 7+ years in management consulting, value consulting, or relevant roles, with a focus on driving business transformation. Experience in Cloud Security strongly preferred
- Analytical Skills: Strong analytical and problem-solving skills, with the ability to derive actionable insights from large amounts of information and communicate complex ideas to senior executives.
- Financial Acumen: Experience with quantitative analysis and financial modeling, including ROI, IRR, NPV, and payback concepts.
- Industry Knowledge: Familiarity with enterprise cloud economics and understanding of enterprise data management concepts. Experience in the Cloud Security industry is strongly preferred.
- Collaboration: Ability to thrive in a collaborative, cross-functional environment, working closely with Sales, Solution Engineering, Pricing, Business Consulting, and other key partners.
- Communication: Excellent verbal and written communication skills, with the ability to articulate qualitative and quantitative business cases effectively.
- Education: MBA preferred
- Travel: Up to 20% travel or higher may be required to support sales efforts and industry events.