Associate Value Engineer

Cribl•Denver, CO

9h•$141,000 - $180,000•Remote

About The Position

Cribl does differently. What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are. As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity. This is a remote role based out of the United States Why You'll Love This Role Value Engineering is a consultative team that supports the Cribl sales and GTM organization and engages customers to explore the business value of Cribl. We deliver high-touch customer engagements while building content, frameworks, tools, processes and best practices to help sellers independently develop the business case for Cribl. In this highly cross-functional role, you'll collaborate with teams from sales, solutions engineering, product marketing, and customer success. Approximately 80% of your time will be focused on customer engagements and ~20% of your time will be working on broad GTM and value selling scale projects. Together, we'll drive value selling across the GTM organization, directly contributing to: Boosting win rates, Speeding up sales cycles, Reviving dormant opportunities, Increasing deal sizes, and Enhancing deal margins.

Requirements

Driven and Collaborative: You have a strong work ethic, a "get things done" attitude, and thrive in a team environment. Looking for someone who has grit.
Detail-Oriented and Analytical: Your structured thinking and keen eye for value enable you to create detailed and accurate business cases. You excel in financial analysis and modeling, particularly around TCO and ROI concepts.
Proactive and Adaptable: You're a self-starter who thrives in unstructured, fast-paced environments and enjoys taking ownership of projects.
Trusted Advisor: You build and maintain strong relationships with customers and sales teams, providing valuable insights and guidance.
Polished Communicator: You can present complex analyses clearly and persuasively, both verbally and in writing.
Selling Expertise: Familiarity with Force Management, Challenger Selling, MEDDPPICC and 3 Why methodologies.
Technical Expertise: You have expert-level skills in Google Sheets and Slides.
Educational Background: A Bachelor's degree is required, with a preference for business management, finance, accounting, economics, information systems, or computer science.

Nice To Haves

Being familiar with tools like Omni, SFDC, Clari, Decision Link, Ecosystems, Mediafly, and Spotlight is a plus.
A MBA from a top-tier institution is highly preferred.
Technical Knowledge: Familiarity with networking, cloud infrastructure, IT operations, observability, and/or security is a plus.
Experience working remotely

Responsibilities

Engage, Consult and Influence: Partner with sales teams and customers, employing a value-based selling approach to create compelling narratives and business cases. You'll help the customer answer the 3 key questions: "Why change?", "Why Cribl?", and "Why now?"
Lead Discovery Sessions: Conduct technical value discovery sessions with senior executives and technical staff, asking questions and providing insights that help shape their business case for Cribl.
Craft Business Cases: Develop comprehensive business cases for new business, expansions, and cross-sell opportunities, as well as value realization analyses to propel renewals.
Innovate and Build: Create value discovery questions, financial models, and frameworks for new use cases and products. Develop and maintain a value metrics database for internal and customer use.
Empower Sales Teams: Enable our sales teams to become proficient with self-serve value content and tools, ensuring they can independently explore and communicate value to customers.