Note: The job is a remote job and is open to candidates in USA. Egnyte is a secure multi-cloud platform for content security and governance, helping organizations protect and collaborate on their valuable content. The Senior Business Value Consultant will engage with customers and prospects to identify key challenges, quantify business outcomes, and ensure alignment with the company's value model.
Responsibilities
- Participate in prospect-facing engagements to understand their value perspectives and drive associated business-value-centric engagements
- Work closely with customers and our Customer Success team to deliver business-value-focused engagements
- Engagements include quantifying key business outcomes, both financially focused and business outcome focused, by clearly identifying, documenting, prioritizing, and understanding how our solutions help meet customer needs
- Ensure that value tools and business-value-focused engagements align with our Value Model
- Build and maintain value models, value engagement tools and supporting processes, and sales collateral owned and generated by the value engineering team
- Partner with stakeholders across associated activities and processes to ensure work products are managed in a controlled manner and remain aligned with executive stakeholder expectations
- Identify mechanisms to capture key outcomes during pre-sales while ensuring post-sales teams have visibility and automated or programmatic ways to track progress against their customers’ goals
- Partner with Customer Marketing to understand sentiment and with Retention to understand trends, and propose strategies and tactics to minimize churn
- Partner with Customer Marketing to integrate validated customer outcomes into business and executive reviews
- Collaborate to capture, package, and publish customer-validated outcomes, making them available to all internal teams
- Partner with marketing and install base resources to build a library of value-creation stories (i.e., case studies) organized by use case, market segment, and/or industry vertical
- Establish reporting approaches to track and communicate the program's effectiveness
- Conduct research using industry trends, market surveys, analytical reports, and other trusted sources to accurately quantify the benefits and impacts of our solutions applied to customer challenges
- Create and deliver executive-level presentations to VPs/CxOs
- Stay current with Egnyte releases, documentation, and best practices
Skills
- 3+ years of professional experience, ideally in value consulting, IT leadership, analytics, finance, or sales/pre-sales roles
- Executive presence and confident objection handling are a must
- Experience with Claude CoWork, Code, and similar tooling
- Excellent quantitative analysis and financial modeling skills
- Strong facilitation and presentation skills
- Ability to create impactful business cases using compelling storytelling and visual design
- Knowledge of the capital and operating costs involved in establishing or providing a typical IT services department
- Strong analytical and financial modeling skills and an aptitude to learn new systems
- Experience with traditional on-prem or cloud file/content management and collaboration solutions
Benefits
- Competitive salaries and comprehensive benefits
- Company equity depending on role and level
- Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance.
- Paid holidays and sick time
- 401(k) with company match
- Health Savings Account (HSA) with a generous employer contribution and Flexible Spending Account (FSA) options
- Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family
- Modern and collaborative offices located in Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
- Gym, cell phone, and internet reimbursement
- Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP)
- Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
- Your own Egnyte account with lifetime access
- HealthJoy – a benefits navigation app that lets you access your benefits and get answers to your questions all in one place
- One Medical virtual care, providing you with healthcare access across the country
Company Overview