Value Advisor 4
US
Hyland Software
Req #: 13144
Type: Regular Full Time
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Overview: The Value Advisor 4 is responsible for accelerating sales deals by determining and effectively communicating the value of proposed company solutions. Responsibilities: * Operate as a trusted advisor to the sales team, prospects and customers; lead the most complex, high-value consulting engagements * 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; train strategic partners to independently conduct value workshops * 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 executive and C-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 * Be recognized as a leader across the Sales management structure and ensure consistency of deliverables, approach and the evaluation 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 * Operate as an innovative thought leader among the team; contribute significantly to the overall growth and quality of the department * Mentor, coach and train other team members Qualifications: * Bachelor's Degree or equivalent experience * Extensive 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 * Deep knowledge and expertise in value consultant sales in relevant technology solution and industry * Excellent negotiating and influencing skills * Excellent ability to establish rapport and gain the trust of others * Excellent 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 * Excellent collaboration skills, applied successfully within team as well as with other areas * Up to 25% travel time required
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