Senior Business Value Consultant
Egnyte · United States
- Hybrid
- Full-time
- $150,000 / year
- United States
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Job highlights
- Quantify value for prospects and customers.
- Collaborate with sales and customer success teams.
- Develop and maintain value models and tools.
- Create executive presentations and business cases.
- Analyze industry trends for solution impact.
About the role
About Egnyte
Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:- Invested Relationships
- Fiscal Prudence
- Candid Conversations
About the Role
We are seeking a talented and passionate individual to join our Value Engineering team as a Senior Business Value Consultant, where you will play a critical role in helping our prospects and customers identify their key challenges and opportunities and accurately quantify the value of key outcomes. Reporting to the Director of Value Engineering, you'll work closely with our customers, prospects, and our Customer Success and Sales teams to conduct value engagements as part of pre- and post-sales motions.What You’ll Do
- 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.
Your Qualifications
- 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.
- Strong analytical and financial modeling skills and an aptitude to learn new systems are preferred.
- Experience with traditional on-prem or cloud file/content management and collaboration solutions is preferred.
- 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.
Key skills/competency
- Business Value Consulting
- Value Engineering
- Financial Modeling
- Quantitative Analysis
- Sales Enablement
- Customer Success
- Executive Presentations
- Business Case Development
- Content Governance
- Cloud Security
Skills & topics
- Business Value Consultant
- Value Engineering
- Financial Modeling
- Quantitative Analysis
- Sales
- Pre-sales
- Customer Success
- Consulting
- Business Case
- Egnyte
How to get hired
- Tailor your resume: Highlight your experience in value consulting, financial modeling, and executive presentations to match Egnyte's needs for a Senior Business Value Consultant.
- Showcase your impact: Quantify your achievements with data and metrics to demonstrate your ability to articulate business value.
- Prepare for case studies: Be ready to discuss how you've built business cases and delivered value in previous roles.
- Research Egnyte's offerings: Understand Egnyte's platform, its value proposition, and its target market to align your answers with their business goals.
- Practice executive communication: Demonstrate strong presentation and facilitation skills, as this role requires presenting to VPs/CxOs.
Technical preparation
Master financial modeling and quantitative analysis.,Become proficient with value engineering tools.,Develop strong presentation and storytelling skills.,Understand cloud content management principles.
Behavioral questions
How do you quantify intangible business value?,Describe a complex financial model you built.,How do you handle objections from executives?,Share an experience presenting to C-suite.
Frequently asked questions
- What is the typical career path for a Senior Business Value Consultant at Egnyte?
- As a Senior Business Value Consultant at Egnyte, you can expect opportunities to grow within the Value Engineering team, potentially moving into leadership roles or specializing in specific industry verticals. Your expertise in quantifying business value and building compelling business cases will be highly transferable to other strategic roles within sales, customer success, or even product marketing at Egnyte.
- What are the key performance indicators for a Senior Business Value Consultant at Egnyte?
- Key performance indicators for this role will likely revolve around the successful execution of value engagements, the accuracy and impact of the business cases you develop, and your contribution to sales cycles and customer retention. You'll be measured on your ability to clearly articulate and quantify the business value of Egnyte's solutions to prospects and customers.
- How does Egnyte support professional development for its Senior Business Value Consultants?
- Egnyte offers a supportive environment for professional development, including opportunities to stay current with Egnyte releases, documentation, and best practices. You'll also have access to company-provided training, resources for industry research, and the chance to collaborate with experienced colleagues, fostering continuous learning and skill enhancement.
- What is Egnyte's approach to remote work for this Senior Business Value Consultant role?
- Egnyte supports remote work for this Senior Business Value Consultant position within the US. While there are also opportunities in specific office locations like Raleigh, NC, Draper, UT, and Mountain View, CA, the role is designed to accommodate remote employees. This allows for flexibility while maintaining strong collaboration with teams and clients.
- What kind of technical tools will a Senior Business Value Consultant use at Egnyte?
- You will utilize tools such as Claude CoWork and Code, along with other internal value modeling and engagement platforms. Familiarity with these or similar tools, coupled with strong analytical and financial modeling skills, will be essential for creating impactful business cases and quantifying value for Egnyte's clients.
- How does Egnyte ensure that value models are aligned with customer needs?
- Egnyte ensures alignment by having the Senior Business Value Consultant work closely with prospects and customers to understand their unique value perspectives and business outcomes. The value models and engagements are built to directly address these identified needs, ensuring that the quantified value accurately reflects the customer's specific challenges and opportunities.
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