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About the role
Key responsibilities & impact- Collaborate closely with sales leaders and account teams to identify a value delivery strategy for key accounts.
- Engage with top prospects to identify, understand, and quantify their unique challenges and potential benefits with dbt.
- Define and communicate the dbt Labs value proposition in alignment with customer objectives.
- Lead business value reviews / business cases: Effectively communicate the realized business impacts and potential economic benefits of new opportunities.
- Conduct thorough analysis of customer workflows and processes, identifying opportunities for optimization and increased efficiency.
- Create and deliver boardroom-quality, executive presentations. Work collaboratively with product and engineering teams to tailor solutions to meet the specific needs of our champions and key stakeholders.
- Partner with dbt leadership to build new value based GTM motions to more effectively prove product value and grow deal sizes.
- Provide guidance on best practices and innovative approaches to maximize the value of dbt Labs solutions.
- Conduct training and workshops in conjunction with dbt Labs enablement to increase the quality of their discovery and their understanding of business value & customer excellence.
- Build scalable programs and tools to support value selling across all parts of the GTM ecosystem, including Pre-Sale teams, Professional Services, and Marketing.
- Help build the future of the value engineering practice at dbt Labs: contribute to the development of best practices and tools for enhanced value-based selling adoption.
Requirements
What you’ll need- 7+ years of experience in value engineering, management consulting, or a related customer-facing role
- Expert knowledge and experience in value-based-selling methodologies.
- Demonstrated experience in building and briefing business cases to Economic Buyers and other executives.
- Expertise in identifying and prioritizing use cases, implementing improvement measures, and becoming a change agent for dbt Labs customers by establishing a value delivery model.
- Ability to project manage across multiple workstreams, including defining scope, expectations, timelines, and delivery. Strong analytical and problem-solving skills;
- Ability to act decisively with ambiguous guidance and circumstances.
Benefits
Comp & perks- 100% employer-paid medical insurance
- Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
- RSU stock grants*
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Value Delivery StrategyBusiness Value ReviewsCustomer Workflow AnalysisExecutive PresentationsChange Management
Soft Skills
CollaborationCommunicationDecisiveness