Ironclad

Business Value Engineer

Ironclad

full-time

Posted on:

Location Type: Hybrid

Location: San Francisco • California • United States

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Salary

💰 $188,000 - $235,000 per year

About the role

  • Own the value strategy for complex deals by leading discovery-based sales processes to identify customer pain points and business objectives. Develop custom financial models (TCO, ROI) and defend them against CFO and procurement scrutiny.
  • Map as-is workflows to identify inefficiencies and quantify metrics. Standardize advanced modeling methodologies (scenario-based, risk-adjusted) and build repeatable process frameworks for specific industries or functions.
  • Lead multi-threaded value programs that extend beyond individual deals. Create prioritization frameworks for the team to focus the organization on the highest-impact paths.
  • Provide informal coaching and share best practices across the team to raise the collective bar. Partner seamlessly with GTM and Sales Engineers (SEs) on deal strategy and sponsorship creation.

Requirements

  • 6+ years of experience in value engineering, management consulting, or software sales, with a track record of driving complex deal strategy
  • Deep experience in financial modeling, specifically developing custom business cases that detail the value of complex software solutions
  • Proven ability to stay effective under ambiguity and adjust value narratives quickly based on customer feedback and shifting deal dynamics
  • Ability to guide teams on when to pivot approaches and teach others how to unblock value engagements with methodology when resources are limited
  • Demonstrated ability to identify patterns from CXO conversations to innovate and pilot new solutions that establish the team as a trusted advisor
  • Extensive experience collaborating with cross-functional teams, including Sales, Sales Engineering, and gTech, to drive persuasive customer adoption
  • Proficiency in mapping as-is workflows to identify inefficiencies and quantify metrics for "above-the-line" executive audiences.
Benefits
  • 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
  • Market-leading leave policies, including gender-neutral parental leave and compassionate leave
  • Family forming support through Maven for you and your partner
  • Paid time off - take the time you need, when you need it
  • Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
  • Mental health support through Modern Health, including therapy, coaching, and digital tools
  • Pre-tax commuter benefits (US Employees)
  • 401(k) plan with Fidelity with employer match (US Employees)
  • Regular team events to connect, recharge, and have fun
  • The opportunity to help build the company you want to work at

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
financial modelingcustom business casesdiscovery-based sales processesadvanced modeling methodologiesscenario-based modelingrisk-adjusted modelingworkflow mappingmetrics quantificationvalue engineeringcomplex deal strategy
Soft skills
coachingbest practices sharingadaptabilityteam guidanceproblem-solvinginnovationcollaborationpersuasiontrusted advisorcommunication