Director – Value Engineering @ Immuta

Director – Value Engineering

Posted on 2/7/2023

INACTIVE

Locations

Remote in USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Requirements

5-7 years of experience in a Value engineering, Consulting, or Pre-sales role
Strong background in SaaS, enterprise software solutions, particularly in the data and/or security domain
Strong background in customer / client management
Experience with demonstrated success in understanding and evolving Customer Value / Business Plans
Proven track record of showcasing executive presence with the ability to build credibility and trust with Senior Executives within customer accounts
Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
Strong communication skills including professional writing skills, verbal skills and experience presenting to executive teams
Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Immuta
Experience with working with Sales Management and Field Sales
Passion and hunger to win, succeed and strive for excellence
Minimal travel required

Responsibilities

Engaging with Prospects as a subject matter expert on financial value and business impact to grow Immuta's deal size, reduce sales cycle times and increase win rates
Continuously refining Immuta's financial value-based selling methodology including tools, deliverables, offerings
Developing and refining Customer Value Plans and Success Metrics
Educating Immuta's Sales Organization on how to implement this methodology successfully into Target Accounts
Working closely with Sales Management, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue
Creating and presenting executive level business cases to CxOs in our most strategic customer accounts
Developing multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales team

Immuta enables organizations to unlock value from their cloud data by protecting it and providing secure access. The Immuta Data Security Platform provides sensitive data discovery, security and access control, data activity monitoring, and has deep integrations with the leading cloud data platforms. Immuta is now trusted by Fortune 500 companies and government agencies around the world to secure their data. Founded in 2015, Immuta is headquartered in Boston, MA.

- Immuta has been recognized by Forbes as a top American startup employer, by Inc. Magazine as one of the best workplaces, and by Fast Company as one of the top 50 most innovative companies

- Immuta is trusted by the top U.S. bank, two of the top three top pharma companies in the world, the world’s top luxury car brand, and many other large enterprises across industries

- In the past 12 months, Immuta has increased annual recurring revenue (ARR) by more than 100 percent, doubled its customer base, doubled the number of employees, and is now valued at over $1B.

- Technology partners include Snowflake, Databricks, AWS, Azure, Google Cloud, and Starburst

- $267 million in total funding. Investors include NightDragon, Greenspring Associates, March Capital, Ten Eleven Ventures, Intel Capital Corporation, NGP Capital, DFJ Growth, Dell Technologies Capital, Citi Ventures, Inc, Wipro Ventures, and Okta Ventures

-Hybrid workplace with offices in Boston, MA; Columbus, Ohio; College Park, Maryland; and London

Your Role

The Director, Value Engineering is a critical, client-facing role which will work closely with Immuta’s prospects and customers. You will partner with the Sales, Marketing, and Customer Success teams to create and manage the financial and value model for pre-sales and post sale value realization. You will provide leadership on business value activities that support our customers to understand the value of Immuta prior to acquisition and during the term of usage.

Reporting into the Chief Revenue Officer, you will provide thought leadership around value engineering for the sales organization and assist sales teams and Customer Success teams in deploying these concepts as part of their account strategy and planning.

You will be responsible for:

Engaging with Prospects as a subject matter expert on financial value and business impact to grow Immuta’s deal size, reduce sales cycle times and increase win rates
Continuously refining Immuta’s financial value-based selling methodology including tools, deliverables, offerings
Developing and refining Customer Value Plans and Success Metrics
Educating Immuta’s Sales Organization on how to implement this methodology successfully into Target Accounts
Working closely with Sales Management, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue
Creating and presenting executive level business cases to CxOs in our most strategic customer accounts
Developing multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales team

Who You Are

5-7 years of experience in a Value engineering, Consulting, or Pre-sales role
Strong background in SaaS, enterprise software solutions, particularly in the data and/or security domain
Strong background in customer / client management
Experience with demonstrated success in understanding and evolving Customer Value / Business Plans
Proven track record of showcasing executive presence with the ability to build credibility and trust with Senior Executives within customer accounts
Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
Strong communication skills including professional writing skills, verbal skills and experience presenting to executive teams.
Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Immuta
Experience with working with Sales Management and Field Sales
Passion and hunger to win, succeed and strive for excellence
Minimal travel required

Benefits

At Immuta, our goal is to help bridge the gap between personal and professional growth, so that our team members can be well and thrive personally and professionally. After all, great professional success stories rarely happen without great personal success stories! Our generous benefits package given to all full time employees includes:

- 100% employer paid Healthcare (Medical, Dental, Vision) premiums for you and your dependents (including Domestic Partners)

- 100% employer paid mental wellness platform for you and your dependents

- Stock Options

- Wellness perks (100% employer paid Whoop fitness band and subscription)

- Paid parental leave (Both Maternity and Paternity)

- Unlimited Paid time off (U.S. based positions)

- Learning and Development Resources

Immuta provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, national origin, marital status, age, disability (including disability due to pregnancy) or genetics, protected veteran status, or any other characteristic protected by law. Immuta complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment.

NOTICE TO THIRD PARTY RECRUITERS: Immuta does not accept candidates from third party recruiters. All candidates submitted through are considered to be submissions by the candidate and no submission will obligate Immuta to pay any third party for the referral or hiring of a candidate.

201-500 employees

Website

Automated data governance

Company Overview

Immuta's mission is to enable the legal and ethical use of data, ensuring that data is accessible to only those who need it, for the right reasons, and in the proper form. Immuta is the market leader in cloud data access control, providing data engineering and operations teams one universal platform to control access to analytical data sets in the cloud.

Benefits

Medical, dental, & vision premiums
100% employer paid mental wellness platform
Stock Options
Wellness perks
Paid parental leave
Unlimited PTO
Learning and Development Resources

Company Core Values

Mission focused
Humble intellects
Personal responsibility
Teamwork
Helpfulness and grit