Senior Value Advisor
NL-Amsterdam
Hyland Software
Req #: 13520
Type: Regular Full Time
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Overview: The Value Advisor 3 is responsible for accelerating sales deals by determining and effectively communicating the overall value of proposed company solutions. * Responsibilities: * Lead complex value consulting engagements involving multiple departments and locations * Conduct onsite value workshops at customer locations to understand the cost of the customer's current state and the estimated value of the future state with company solutions * Work with sales teams and partners to determine the scope and objectives of value consulting engagements * Generate ROI workbooks for opportunities, owning the process once the SPAR has been assigned through delivery and approval by the customer and Account Manager * Create complex business cases explaining the overall value of company-offered solutions to further drive results * Create presentations providing an executive-level overview of the overall value of company-offered solutions to drive results * Present value consulting findings to senior management level prospects * Transfer pre-sales knowledge to the services project team to help them understand the value of solution requirements * Document and summarize the value from previous value consulting engagements, deployed solutions, case studies and industry trends/metrics * Collaborate with internal teams to ensure consistency of deliverables, approach, and the improvement of best practices * Work closely and proactively within the product organization to determine the value of existing and proposed point/packaged solutions and product enhancements * Remain current on company-offered software solutions and services offerings, including capabilities and common customer deployments * Take proactive measures to identify and improve internal efficiencies and grow knowledge of the team; remain current on best practices and market trends * Provide guidance and support to other team members Qualifications: * Bachelor's Degree or equivalent experience * Demonstrated experience with enterprise content services solutions, capabilities, and deployments across multiple verticals and business processes * Understands and can explain financial concepts such ROI, MARR, payback, present value, IRR, depreciation, etc. * Microsoft Office software proficient * Strong knowledge or expertise in value consultant sales in relevant technology solution or assigned industry * Strong negotiating and influencing skills * Demonstrated ability to establish rapport and gain the trust of others * Strong at gaining consensus across multiple departments and leadership levels * Able to thrive in a fast paced, deadline driven environment * Present and write with ease, clarity and impact, using a communication style appropriate to the subject and the audience * Self-motivated with the ability to manage engagements independently to completion * Demonstrated ability to write concise, logical, grammatically correct documentation * Strong collaboration skills, applied successfully within team as well as with other areas * Up to 25% travel time required
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