Value Realization Manager
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full-time
Posted on:
Location Type: Remote
Location: Florida • United States
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About the role
- Solution Consulting: Collaborate with sales Account Directors and prospective clients to understand their business objectives, challenges, and requirements. Translating them into tailored software solutions.
- Value Discovery: Conduct deep-dive discovery sessions with clients to uncover their key pain points, value drivers and articulate how our software can address their specific needs and deliver measurable value.
- Value Proposition Development: Develop compelling value propositions, business cases, and ROI analyses to demonstrate the tangible benefits and return on investment (ROI) of our software solutions, tailored to the unique needs of each client.
- Support Solution Demonstration: Leverage technical expertise to deliver persuasive and insightful software demonstrations, proofs of value (POVs) that showcase the value and capabilities of our software solutions in solving client challenges and driving business outcomes.
- Technical Validation: Work closely with product management and engineering teams to validate technical feasibility and alignment of proposed solutions with client requirements, ensuring a seamless transition from pre-sales to implementation.
- Sales Enablement: Provide ongoing training, guidance, and support to sales teams on positioning, messaging, and selling software solutions based on value-based selling principles, industry best practices, and competitive differentiation.
- Customer Advocacy: Serve as a trusted advisor and advocate for clients throughout the sales cycle, building strong relationships, addressing concerns, and proactively addressing any technical or business-related issues to ensure customer satisfaction and retention.
- Continuous Improvement: Stay abreast of industry trends, market dynamics, and competitive landscape, and actively contribute insights and feedback to product development, marketing, and sales strategies for continuous improvement and innovation.
Requirements
- Bachelor’s degree in Computer Science, Engineering, Business Administration, or related field.
- 3 to 5 years of experience in enterprise technical sales, solution consulting, or pre-sales engineering roles within the software industry.
- Deep understanding of software architecture, cloud technologies, and SaaS solutions, with the ability to translate technical concepts into business value propositions.
- Proven track record of successfully delivering complex software demonstrations, POCs, and value-based presentations to diverse audiences, including C-level executives and technical stakeholders.
- Strong analytical and problem-solving skills, with the ability to assess client needs, analyze data, and develop strategic recommendations to drive sales outcomes.
- Excellent communication, presentation, and interpersonal skills, with the ability to build rapport, influence decision-makers, and navigate complex sales cycles.
- Self-motivated, results-driven, and customer-focused with a passion for driving customer success and achieving business objectives.
- Familiarity with sales methodologies, CRM systems (e.g., MEDDPICC, Salesforce), and project management tools is a plus.
- Relevant certifications such as Microsoft Certified: Azure Solutions Architect, or equivalent are advantageous.
Benefits
- Competitive compensation including stock-based options
- Flexible PTO and paid holidays
- 401(k) with employer matching
- Comprehensive Health insurance package including 100% employer-paid medical coverage
- Up to 12 weeks of Parental Leave
- Basic Life Insurance, Short-Term & Long-Term Disability, 100% employer-paid
- Quarterly teambuilding events, leadership luncheons, and companywide “All Hands” meetings
- Open door policy and business casual dress code
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
software architecturecloud technologiesSaaS solutionssoftware demonstrationsPOCsvalue-based presentationsanalytical skillsproblem-solving skillsstrategic recommendations
Soft Skills
communication skillspresentation skillsinterpersonal skillsrelationship buildinginfluencing decision-makersself-motivatedresults-drivencustomer-focused
Certifications
Microsoft Certified: Azure Solutions Architect