Senior Value Advisor

Overview:

At Precisely we have increasingly invested in ensuring sustainable client success and the Value Engineering and Business Architect (VEBA) team is an instrumental part of this process.  We are seeking a Senior Value Advisor to join the VEBA Team to replace a colleague who was promoted into another role. The Senior Value Advisor works directly with prospects and clients to develop success plans and multi-year roadmaps. We achieve this by leading clients through the success planning process, including conducting current-state diagnostics, building a business case, defining a roadmap, and obtaining executive buy-in. They will have deep knowledge of value case development and technology solutions and working in a software presales setting.  They will be comfortable guiding senior client stakeholders through organizational, strategic, and operational issues.  

What you will do:

Contribute to driving business growth by engaging as a trusted advisor with clients at various stages of their digital transformation journeys, including:

• ​Collaborate with field sales teams to prepare and lead account planning session for key and strategic accounts. Support account-based selling through compelling deliverables to create cross and upsell opportunities. 
• Work with assigned First Line Sales Managers to identify key opportunities for VE engagement; gain AE, and customer buy-in for the engagements and ideally deliver collaborative business cases. May require up to 40% travel for on-site presence at client site, conferences, and trade-shows to build rapport and intimate engagement.
• Create Point of View documents that articulate Precisely’s value proposition specific to a key industry vertical or a cross-industry business problem. Customer collaboration, validation or at minimum audience is key criteria for successful engagement.
• Lead interviews, and discovery workshops with clients (on-site and remote) to understand their goals, profile their current maturity across various business and data functions, identify the opportunity and cost to get to best-in-class (or the desired state) of maturity
• Create high-quality deliverables that clearly articulate insights, business recommendations, solution recommendations, multi-year roadmaps and document the full business case to justify action.
• Present and validate the value proposition to various organizational levels, considering both top-down and bottom-up approaches
• Significantly contribute to evolution of the Value Engineering practice in enhancing and refining our methodology, content and tools
• Enable the Sales Engineering, Professional Services and Field teams to create simple business cases in self-service mode
• Identify and develop content for targeted vertical-specific and cross-industry Sales Plays
• Develop the VEBA brand through thought leadership, content creation, appearances, articles and social and traditional media communication
• Ability to influence the opinions and decisions of clients and sales leaders using understanding of client’s organizational processes and best-in-class maturity knowledge
• Target, cultivate, and manage high-level client relationships (e.g. C-level, VP, or Director) to build influence and intervene upon the account team’s request
• Has high-level familiarity with the data management marketplace i.e. competitors like Collibra, Informatica, Alation, Stibo et al

What we are looking for:

Required:

The ideal candidate will have experience in one or more of the following functional areas: Data Management, Sales and Marketing, Supply Chain Management, Sourcing, Procurement, Accounts Payable, Working Capital Management, Strategy consulting experience.  Experience in the following industries is also beneficial: Financial Services, Insurance, Telecom, Utilities, Retail, CPG, Manufacturing, and Oil and Gas

Other qualifications:

• Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university highly preferred
• 10+ years of professional experience in one of more- data management, managing a line-of-business, management consulting, or value
• Demonstrated experience in a software sale, and/or consulting environment. Experience selling into technology-enabled strategic initiatives is a plus
• Strong storytelling, presentation, facilitation, and organizational skills
• Excellent visual communication skills
• Demonstrated business development skills in software and related industries
• Strong business and financial acumen applied to business problem-solving  and building a case for change
• Ability to collaborate with various team members in a remote team environment and share best practices regularly   
• Travel is required: Approximately 40%

AI Skills/Knowledge:

• ​​Ability to leverage GenAI to perform research, content creation, and auto-generation of content to the extent possible 
• ​Willingness to create AI agents to accelerate the VE tasks and create tools to make self-service possible​ 
• ​​​Leverage AI and make VE content and tools to support self-service by field sales, business development and Customer Success and scale the team’s impact

Preferred Skills:

• Prior experience of aiding in creation of AI tools for VE

This position is 100% remote anywhere in the US

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