Business Value Consultant

Value Engineering is a consultative team that supports the Cribl sales and GTM organization and engages customers to explore the business value of Cribl. We deliver high-touch customer engagements while building content, frameworks, tools, processes and best practices to help sellers independently develop the business case for Cribl. In this highly cross-functional role, you'll collaborate with teams from sales, solutions engineering, product marketing, and customer success. Together, we'll drive value selling across the GTM organization, directly contributing to:

• Boosting win rates,
• Speeding up sales cycles,
• Reviving dormant opportunities,
• Increasing deal sizes, and
• Enhancing deal margins., Engage, Consult and Influence: Partner with sales teams and customers, employing a value-based selling approach to create compelling narratives and business cases. You'll help the customer answer the 3 key questions: 'Why change?', 'Why Cribl?', and 'Why now?'
• Lead Discovery Sessions: Conduct technical value discovery sessions with senior executives and technical staff, asking questions and providing insights that help shape their business case for Cribl.
• Craft Business Cases: Develop comprehensive business cases for new business, expansions, and cross-sell opportunities, as well as value realization analyses to propel renewals.
• Innovate and Build: Create value discovery questions, financial models, and frameworks for new use cases and products. Develop and maintain a value metrics database for internal and customer use.
• Empower Sales Teams: Enable our sales teams to become proficient with self-serve value content and tools, ensuring they can independently explore and communicate value to customers.
• Travel Opportunities: Enjoy a dynamic role that includes occasional travel (10% to 20%) throughout the year. There is the usual customer travel, but what you should really look forward to is Cribl Kickoff, which occurs over a week each year. It's an incredible time to engage, learn, and most importantly, have fun with other Criblians.
  
  Driven and Collaborative: You have a strong work ethic, a 'get things done' attitude, and thrive in a team environment. Looking for someone who has grit.
• Detail-Oriented and Analytical: Your structured thinking and keen eye for value enable you to create detailed and accurate business cases. You excel in financial analysis and modeling, particularly around TCO and ROI concepts.
• Proactive and Adaptable: You're a self-starter who thrives in unstructured, fast-paced environments and enjoys taking ownership of projects.
• Trusted Advisor: You build and maintain strong relationships with customers and sales teams, providing valuable insights and guidance.
• Polished Communicator: You can present complex analyses clearly and persuasively, both verbally and in writing.
• Selling Expertise: Familiarity with Challenger Selling, MEDDIC and 3 Why methodologies.
• Technical Expertise: You have expert-level skills in Google Sheets and Slides. Being familiar with tools like Decision Link, Ecosystems, Mediafly, and Spotlight is a plus.
• Educational Background: A Bachelor's degree is required, with a preference for business management, finance, accounting, economics, information systems, or computer science. A MBA from a top-tier institution is highly preferred.
• Experienced Professional: 10+ years in enterprise software strategy/business operations, technology/management consulting, investment banking, or value engineering.
• Technical Knowledge: Familiarity with networking, cloud infrastructure, IT operations, observability, and/or security is a plus.
• You live in the UK, Germany, Netherlands or Poland.