Value Advisor 4

Overview 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 • Up to 25% travel time required Apply tot his job Apply To this Job