We are seeking an experienced and dynamic Value Engineering specialist to join Appian. As the Value Engineering expert aligned with the North America region you will have a direct line to the centralized Value Engineering group and local alignment to North America sales.  In that, you will play a critical role in supporting our sales team by supporting the build-out of the newly formed Value Engineering team.  Your responsibilities will encompass evaluating the value of projects already delivered for existing customers, crafting compelling value propositions for new opportunities, establishing a repeatable methodology for value assessment, creating self-service tools for sales and customers, and building a library of industry-specific value data.

This library will serve as a baseline for data-driven value engineering starting points and historical trend analysis. Your leadership and expertise will be pivotal in maximizing the impact of our PaaS software solutions for both existing and potential clients.

Key Responsibilities:

• Leadership:Support the build-out of a high-performing Value Engineering team. Provide insights, experience, and support building a top-notch function ensuring customer, team, and Appian success in driving new logs and expansion of key accounts. 

• Customer Engagement and Existing Projects Evaluation:Work closely with sales teams, customer success, and partners to engage with prospects and customers, conducting in-depth discovery sessions to understand their business challenges and objectives. Additionally, evaluate the ongoing value and impact of our PaaS software solutions for existing customers, ensuring their continued success.

• Value Quantification and Methodology Creation:Support the process of quantifying the financial and strategic value that our PaaS software solutions bring to customers. Develop a structured and repeatable methodology for assessing and communicating the economic impact of our solutions for both prospective and existing customers’ top and bottom lines along with risk & regulatory effectiveness.   For Public Sector customers the focus will be on mission metrics and overall program KPIs and TCO.

• Benefit Analysis:Collaborate with the Value Engineering team to create detailed return on investment (ROI) analyses, TCO (total cost of ownership) calculations, and mission specific models that highlight the benefits of our solutions to prospective customers and as post-implementation assessments aligning with core Industry (Financial Services, Public Sector, Insurance, Life Sciences, and Supply Chain) context.

• Customized Presentations:Develop and deliver compelling presentations and proposals that communicate the value proposition of our PaaS software solutions, addressing specific customer requirements and industry trends.

• Self-Service Tools Development:Create tools that enable our sales teams and customers to independently quantify and communicate the value of our solutions. Simplify these tools for easy use, fostering customer self-service in assessing potential benefits leveraging Appian’s ProcessHQ capabilities.

• Industry-Specific Value Library:Establish a library of industry-specific data showcasing the value delivered by solving common business problems using our PaaS software solutions. Use this data to provide value engineering starting points and to track the historical trends of value delivered.

• Sales Enablement:Work closely with sales teams to provide them with the necessary tools, training, and resources to effectively articulate the value proposition to clients. Collaborate on strategic deals to ensure alignment and optimal value communication.

• Continuous Improvement:Monitor and analyze the effectiveness of value engineering strategies, tools, self-service resources, and industry value data. Gather feedback to iterate and refine approaches for enhanced value communication and deal closure.

• Market Insights:Stay current with industry trends, competitive landscape, and emerging technologies to ensure our value propositions remain relevant and impactful.

Qualifications:

• Bachelor’s degree in Business, Marketing, Computer Science, or related field; MBA preferred.

• Proven experience in value engineering, or a related role within a PaaS  or SaaS software or technology organization

• Strong leadership and team management skills, with the ability to inspire and drive results in a collaborative environment

• Exceptional analytical and problem-solving skills, with the ability to translate technical features into customer-centric value propositions

• Excellent communication and presentation skills, with the ability to engage with both technical and non-technical audiences

• Proficiency in financial modeling and ROI analysis

• Familiarity with software-as-a-service (SaaS) and platform-as-a-service (PaaS) concepts

• Experience working with cross-functional teams and collaborating effectively in a fast-paced environment

• High level of business acumen and customer-centric mindset

• Willingness to travel as needed to support customer engagement