Value Engineer - EMEA
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Requirements
- Skills needed: Analytical skills, consulting experience, ROI model design and adoption expertise, industry knowledge, sales coaching ability.
- Years of experience: Not explicitly stated in the job posting.
- Education: Not explicitly stated in the job posting.
- Certifications: None mentioned in the job posting.
- Must-haves: Ability to articulate value through tailored ROI models and strategic messaging, develop scalable self-service tools for sales enablement, participate directly in high-impact deals as deal support, collaborate with Product teams on user benchmark data collection, publish thought leadership content.
Responsibilities
- Value Articulation: Working closely with sales teams to articulate the distinct value of Vanta through tailored ROI models and strategic messaging.
- Sales Enablement: Developing scalable self-service tools and training programs to enable the sales team to effectively communicate value in customer engagements, even when a consultant is not present.
- Deal Support: Directly participating in high-impact deals to ensure that Vanta’s value proposition is clearly understood and leveraged to close deals more effectively.
- The Value Engineer will play a key role in advancing this mission by developing Vanta’s value framework, working with our Product teams to collect user benchmark data, publishing thought leadership on customer trends, and collaborating with customer executive stakeholders to measure the potential ROI of their Vanta investment.
- What you’ll do as a Value Engineer at Vanta:
- ROI Model Design and Adoption:
- Collaborate with cross-functional teams to design, implement, and optimise ROI models (built on our SaaS platform, Minoa) tailored to different market segments.
- Ensure widespread adoption of these models among sales teams.
- Value Framework Development:
- Edit and enhance the existing value framework for pre-sales and post-sales processes to ensure alignment with customer needs and market trends.
- Create comprehensive industry and market segment briefs to support account executives in customer engagements.
- Impact Reporting:
- Report on the internal impact of Value Engineering initiatives, providing insights and data to inform strategic decision-making.
- Collect and analyse case studies with measurable ROI metrics, mapping them to our ROI models.
- Sales Coaching and Support:
- Coach and train startup account executives on effectively utilizing ROI assets in sales deals, enhancing their ability to communicate value to customers.
- Act as a resource for all sales teams to ensure understanding and proper usage of ROI models and frameworks.
- Work closely with product marketing, sales development teams, and analyst relations to align messaging and support materials.
- Foster a collaborative environment to drive continuous improvement in Value Engineering processes.
- Bachelor’s degree in Business, Marketing, Finance, or a related field.
- 5+ years of experience in a value engineering, sales enablement, or similar role, preferably within the SaaS industry.
- Strong analytical skills with a solid understanding of ROI metrics and financial modeling.
- Excellent communication skills, both written and verbal, with the ability to present complex information clearly and persuasively.
- Experience working with diverse market segments, including startups, mid-market, and enterprise clients.
- Proficiency in using CRM tools and analytics software.
- Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
- What you can expect as a Vanta’n:
Benefits
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks paid Parental Leave for all new parents Health & wellness stipend
- Remote workspace, internet, and mobile phone stipend
- Commuter benefits for team members who attend the office
- Pension matching
- 25 days of Annual Leave per year and unlimited sick time
- 8 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney