Unframe - Value Engineering Lead
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Requirements
• Background • Background • 5–10+ years in: • Value Engineering / Value Consulting (e.g., Palantir, Snowflake, Databricks, Celonis), OR • Strategy / consulting (McKinsey, Bain, BCG, etc.), OR • RevOps / GTM strategy in a technical product company • Experience working with enterprise customers on business cases and transformation initiatives • business cases and transformation initiatives • Strong ability to connect technical solutions to business outcomes • connect technical solutions to business outcomes • Comfortable working in ambiguity and shaping problems from scratch • Excellent at structuring and simplifying complex ideas • Ability to influence both: • frontline sellers • executive stakeholders • Mindset Fit (Critical) • You are not just a model builder—you shape how deals are won • You care about speed + pragmatism, not perfect analysis • speed + pragmatism • You think in systems and repeatability, not one-off work • systems and repeatability • You’re comfortable being embedded in deals and pushing back on weak use cases • What Success Looks Like (First 6 Months) • Reps consistently identify higher-value use cases earlier in deals • higher-value use cases earlier in deals • POCs are tied to clear, quantified success metrics • clear, quantified success metrics • Conversion from POC → paid engagement improves • A foundational value engineering system is in place: • value engineering system • use case library • Executives in deals clearly understand business impact, not just technology • business impact, not just technology
Responsibilities
• 1. Shape High-Value Use Cases (Core Responsibility) • Partner with AEs early in deals to identify and refine the highest-impact use cases • identify and refine the highest-impact use cases • Guide conversations from “what do you want to build” → where is the measurable value • where is the measurable value • volume, cost, and frequency • operational friction • business impact • 2. Quantify & Prove Value (Deal Acceleration) • Translate use cases into clear, defensible business cases • clear, defensible business cases • baseline metrics • expected outcomes • success criteria for POCs • Support POCs as proof-of-value exercises, not just technical validation • proof-of-value exercises • Build executive-ready narratives that unlock budget and expansion • 3. Train the GTM Team on Value Selling • Enable AEs and SEs to: • ask the right questions • quantify pain early • position use cases in business terms • Develop simple, repeatable frameworks (not heavy training decks), such as: • value discovery questions • use case qualification criteria • “good vs bad” use case patterns • Coach on live deals to reinforce behavior • 4. Build the Value Engineering System (Critical) • Create the infrastructure for value-driven selling, including: • infrastructure for value-driven selling • use case libraries (by industry / function) • value calculators and lightweight modeling tools • POC success templates • business case frameworks • Standardize how value is: • 5. Drive POC → Expansion Strategy • Ensure every POC is tied to: • measurable impact • a broader expansion narrative • Help position single use cases as entry points into: • multi-use-case deployments • enterprise AI programs • 6. Build Feedback Loops Across the Business • Identify which use cases: • deliver the most value • expand most effectively • Feed insights into: • vertical targeting • product direction
Benefits
• Unframe’s growth depends on our ability to: • focus on the right problems • prove value quickly • scale from single use cases into enterprise programs • This role is central to making that motion repeatable, scalable, and predictable. • repeatable, scalable, and predictable • If you’re a strong, independent builder who thrives on ownership, cares deeply about quality, and wants to have a real impact — we’d love to meet you.
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