Senior Value Advisor

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. 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. The individual will have deep knowledge of value case development and technology solutions and working in a software presales setting.  He/She will be comfortable guiding senior client stakeholders through organizational, strategic, and operational issues.

Duties and Responsibilities

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. Develop key plays for cross and upsell in collaboration with other functions
• Work with the sales teams/client management teams to identify, develop and execute targeted sales opportunities. Help expand sales opportunities with complimentary portfolio solutions
• Create Point of View documents that articulate Precisely’s value proposition specific to a key industry vertical or a cross-industry business problem
• Lead discovery workshops with clients 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

Preferred Qualifications

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

• 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
• 10+ years of professional experience in one of more- data management, managing a line-of-business, management consulting, or value
• 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   
• Ability to travel up to 40% of the time regularly and the ability to engage clients digitally in a compelling manner

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