Responsibilities
- Collaborate with internal go-to-market stakeholders, including presales, data science, customer success, and go-to-market enablement, to create, implement, and expand assets that support consistent value messaging and increase new annual contract value.
- Train sales, presales, and postsales teams on effective value selling techniques to enhance pipeline generation and conversion rates.
- Serve as a trusted advisor during deal strategy reviews, offering insights on market, industry, and customer trends to support enterprise-level value selling.
- Conduct value-based discovery workshops with customers and prospects to identify key business objectives, document current processes, uncover operational challenges, and pinpoint sources of strategic and financial value.
- Create and present persuasive, high-impact business value narratives for executive stakeholders, working closely with sales leadership and go-to-market colleagues within the assigned region.
- Develop detailed value models, such as return on investment and total cost of ownership, to quantify the business value that can be achieved through adopting generative AI solutions.
- Establish feedback mechanisms across the go-to-market team to continuously improve and scale value messaging and collaborative positioning in the market.
Compensation
Competitive
Work Arrangement
On-site
Team
Cross-functional
Qualifications
- Proven experience in strategic consulting or a similar role, with a focus on value selling and business value realization.
- Demonstrated ability to develop and deliver compelling business value narratives for executive stakeholders.
- Strong analytical and problem-solving skills, with experience in developing value models and ROI analyses.
- Excellent communication and presentation skills, with the ability to educate and influence stakeholders at all levels.
- Experience working in a fast-paced, dynamic environment, with the ability to manage multiple projects and priorities.
- Proven track record of driving value messaging and go-to-market strategies that result in increased contract value and customer success.
- Experience with generative AI solutions and their application in business value realization.
- Ability to collaborate effectively with cross-functional teams, including sales, presales, and customer success.
- Experience in conducting value-based discovery workshops with customers and prospects.
- Strong understanding of market, industry, and customer trends, with the ability to provide thought leadership on value selling strategies.
Preferred Qualifications
- Experience in the technology industry, with a focus on AI and machine learning solutions.
- Familiarity with value selling frameworks and methodologies.
- Experience with data-driven decision-making and analytics.
- Knowledge of total cost of ownership (TCO) and return on investment (ROI) analyses.
- Experience with customer success and customer experience (CX) strategies.
- Familiarity with go-to-market enablement and sales enablement strategies.
- Experience with enterprise-level value selling and deal strategy reviews.
- Strong understanding of business value realization and its application in strategic initiatives.
- Experience with value-based discovery workshops and customer engagement strategies.
- Familiarity with generative AI solutions and their application in business value realization.
Not specified
