Principal Value Consultant

Sprinklr•New York, NY

1d•$147,000 - $245,000

About The Position

By applying to this position please understand that you are not applying to an active current opening at Sprinklr but you are adding yourself to a talent pool. We use talent pools to connect with potential candidates for future opportunities. We look forward to connecting with you and thank you for your interest in a position at Sprinklr! Sprinklr is looking for a Lead Value Consultant to drive customer outcomes and account health, retention & growth within our Americas sales theater, and occasionally within other theaters. Team overview The Value team is Sprinklr’s Center of Excellence (CoE) for value-based selling and success. We have two main motions: Engagements: We partner with pods (account teams) to help our most strategic customers understand and articulate the full value of the platform; and Value at scale: We empower account teams with playbooks, tools and training for building strategic partnerships grounded in measurable outcomes. Role description In this role, you will be responsible for: Delivering engagements for our most important accounts; Building repeatable outcome-based selling and success best practices; and Deploying these best practices at scale through self-service playbooks and tools, enablement/coaching and other initiatives.

Requirements

10+ years of relevant experience in (1) Value Consulting/Value Engineering with a leading SaaS vendor and/or (2) a top tier management consulting firm with exposure to front-office processes and cloud technologies, and/or a (3) customer-facing sales/presales role with a leading SaaS vendor, focusing on strategic customers and prospects.
Strong experience building ROI models, business cases, value realization assessments, and customer points of view across industries.
Demonstrated ability to engage credibly with C-Suite audiences and simplify complex topics.
Excellent communication skills with a talent for telling compelling value-led stories.
Strong presentation and facilitation skills, including executive meetings and workshops.
Proven success collaborating cross-functionally with Sales, Success, Solutions Consulting, and Product teams.
Track record of delivering measurable impact on account retention and growth.
Proficiency with cloud collaboration tools (e.g., Office 365, digital productivity platforms).
Bachelor’s degree required

Nice To Haves

MBA or other advanced degree preferred.
Curious and analytical, comfortable deriving insights from data to inform strategy.
Obsessed with quality; always building for best practice in everything you do, regularly challenging yourselves and others – constructively.
A builder, who produces significant amounts of tangible outputs out of very little; you’re not afraid of “blank pages”.
A proactive self-starter, eager for feedback and mentorship, with a natural curiosity and openness to fresh ideas and opportunities.
Reliable and organized, able to manage multiple priorities and communications without losing focus.
Confident in sharing alternative perspectives with senior leaders and customers, and are quick to support colleagues in high-stakes moments.
Adaptable in the face of ambiguity and able to pivot quickly between initiatives.
Well-organized and flexible; able to move from initiative to initiative without delay.
Energized by meeting colleagues and customers in person wherever possible.

Responsibilities

Delivering engagements for our most important accounts
Building repeatable outcome-based selling and success best practices
Deploying these best practices at scale through self-service playbooks and tools, enablement/coaching and other initiatives
Work with our Americas sales leadership to prioritize accounts/deals to support.
Partner with pods on customer engagements for the prioritized accounts/deals, e.g.: Strategic account & renewal planning: Define a clear plan for driving account health, retention & growth in the near and longer terms. Outside-in executive point of view: Build and present a customer-first, value-based, point of view aimed to inspire the C-suite to transform the front office with Sprinklr. Strategic partnership vision & roadmap: Co-create and co-present with the customer a joint vision, roadmap and future state architecture for a strategic partnership. Value Realization Assessment: Conduct an adoption health check of Sprinklr capabilities in the current contract, and co-create and co-present with the customer a cost benefit analysis of adopted capabilities and the value potential of unused capabilities. Business case / Business Value Assessment: Co-create and co-present with the customer a cost benefit analysis of other Sprinklr capabilities that could accelerate the customer’s strategic priorities. Executive meetings & workshops: Prepare and facilitate meetings and workshops with customer executives that drive awareness, alignment and commitment on how customers can achieve their goals with Sprinklr, such as Executive Business Reviews. Strategic RFP response support: Prepare and present an executive-grade response to a strategic RFI/RFP. Executive proposal: Prepare and present an executive-grade commercial proposal to executive buyers, both in the business and IT.
Based on the delivery of engagements, build/pilot/contribute to, and maintain playbooks designed to improve account health, growth and retention, such as Business case playbooks for specific solutions & industries. Develop and reinforce an ongoing feedback loop to improve the impact of these playbooks.
Build processes that empower first line managers to deploy these playbooks with their accounts, and enable first line managers on the playbooks and processes. Support the configuration and maintenance of outcome-based success and selling tools, which may include building value models for new solutions. Partner with Sales Enablement to develop enablement strategies across sales regions to share best practice content and drive adoption at scale, which may include building online courses and other self-service mechanisms. Coach specific account teams on how to drive account health, retention and growth though office hours or 1:1 back-office coaching sessions. Build and deliver accelerators that allow multiple account teams to efficiently apply playbooks and tools to their accounts at the same time.

Benefits

We offer a comprehensive suite of benefits designed to help each member of our team thrive.
Sprinklr believes that you should be able to get the type of care you need for your personal well-being when you need it. We offer you and your family voluntary healthcare coverage in countries where applicable.
We believe it is important to take time off – it is essential for your mental and physical wellbeing. We provide Sprinklrites with paid time off to recharge and spend time with loved ones.
We want to grow our talent with purpose. Our open Mentoring Program is designed to create meaningful connections that support growth and amplify our focus.
US-based Sprinklr employees are eligible for a highly competitive benefits package as well, which demonstrates our commitment to our employees’ health, well-being, and financial protection. The US-based benefits include a 401k plan with 100% vested company contributions, flexible paid time off, holidays, generous caregiver and parental leaves, life and disability insurance, and health benefits including medical, dental, vision, and prescription drug coverage.

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