Senior Value Engineer

Make • Raleigh, NC

17d

About The Position

We are seeking a Senior Value Engineer to join our growing Go to Market team. This is a highly visible, collaborative position with responsibility for the technical aspects of closing sales opportunities each quarter. As a Value Engineer , it is our mission to educate and convince the prospects (Pre-sales) and customers (Post-sales) about the technical and business value Make provides. As technical experts in a customer-facing role, Value Engineers are the Swiss Army knife in Make’s organization with close ties between various departments. This is a true accelerator for your career in one of the fastest growing technology companies. Responsibilities: Responsible for Pre and Post sales activities on a given territory from helping to win new customers to ensuring they have the right support for post sales adoption paving the way for future expansion activities Focusing on US enterprise clients, perform business and technical discovery with customer prospects to quickly understand customer priorities and pain points Partner with the account team (Account Managers) by owning the technical diagnosis, prescription and validation phases of the pre-sales and post-sales cycles and provide a consultative approach in advising customers Conducting research into prospects, discovering and understanding customer requirements, communicating the value of the solution in a compelling fashion Create and deliver custom product demonstrations to support the sales cycle Successfully manage and execute technical workshops and proof of concepts (POCs) in prospects and existing customers Articulate and educate on business, technical and architectural concepts to a variety of audiences, including business users, developers, architects, IT operations professionals, and senior IT management Create and deliver customer roadmaps, solution visions and corresponding value Think beyond traditional measures of value ($) and incorporate risk, time, quality and other KPIs in a value proposition Respond effectively to functional and technical elements of RFIs/RFPs Participate in developing content such as presentations, demos, white papers, best practices, solution packs, architecture patterns, and online courses for use by both customers and to enable our extended team Provide direction/feedback on customer needs to product development & GTM strategy team Requirements: University degree or equivalent professional training Relevant work experience (5+ years) in the area of pre-sales in a SaaS/iPaas/Automation application organization at an Enterprise Account level or above Digital Natives is a plus Hands on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, BPM, SDKs, and Databases Experience with cloud technologies - iPaaS, SaaS applications, cloud infrastructure Integration product experience is preferred (but not required). Other integration vendors include MuleSoft, IBM, BEA, Oracle, TIBCO, etc Knowledge of key applications such as Salesforce, Workday, ServiceNow, SAP, Oracle EBS, Databases Skills: Strategic and Enterprise Account Planning and coaching of others Confident in sharing knowledge to a highly skilled and experienced audience and presenting to a large range of audiences including experts in the field Ability to learn new concepts, technologies and solve problems Strong interpersonal skills with the ability to convey and relate ideas to others and work collaboratively to get things done Excellent presentation skills and composure in front of all levels of technical and business audiences Ability to lead architectural discussions A passion for technology and translating that passion into business impact for customers Excellent verbal communication, written communication, and presentation skills in front of all audiences Ability working in a fast-paced and dynamic environment flexible hours throughout the sales territory We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees What we offer: Multinational team creating the future of automation Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships Great compensation and benefits packages which vary depending on location including; RSU options, healthcare cover, generous time off, meal tickets, travel cards, parental leave, and much more) An open-minded culture with innovative, autonomous teams Employee resource communities to help you feel connected, valued and seen. If you see a match, let us know and apply now! #careeratmake

Requirements

• University degree or equivalent professional training
• Relevant work experience (5+ years) in the area of pre-sales in a SaaS/iPaas/Automation application organization at an Enterprise Account level or above
• Hands on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, BPM, SDKs, and Databases
• Experience with cloud technologies - iPaaS, SaaS applications, cloud infrastructure
• Knowledge of key applications such as Salesforce, Workday, ServiceNow, SAP, Oracle EBS, Databases
• Strategic and Enterprise Account Planning and coaching of others
• Confident in sharing knowledge to a highly skilled and experienced audience and presenting to a large range of audiences including experts in the field
• Ability to learn new concepts, technologies and solve problems
• Strong interpersonal skills with the ability to convey and relate ideas to others and work collaboratively to get things done
• Excellent presentation skills and composure in front of all levels of technical and business audiences
• Ability to lead architectural discussions
• A passion for technology and translating that passion into business impact for customers
• Excellent verbal communication, written communication, and presentation skills in front of all audiences
• Ability working in a fast-paced and dynamic environment flexible hours throughout the sales territory

Nice To Haves

• Digital Natives is a plus
• Integration product experience is preferred (but not required). Other integration vendors include MuleSoft, IBM, BEA, Oracle, TIBCO, etc

Responsibilities

• Responsible for Pre and Post sales activities on a given territory from helping to win new customers to ensuring they have the right support for post sales adoption paving the way for future expansion activities
• Focusing on US enterprise clients, perform business and technical discovery with customer prospects to quickly understand customer priorities and pain points
• Partner with the account team (Account Managers) by owning the technical diagnosis, prescription and validation phases of the pre-sales and post-sales cycles and provide a consultative approach in advising customers
• Conducting research into prospects, discovering and understanding customer requirements, communicating the value of the solution in a compelling fashion
• Create and deliver custom product demonstrations to support the sales cycle
• Successfully manage and execute technical workshops and proof of concepts (POCs) in prospects and existing customers
• Articulate and educate on business, technical and architectural concepts to a variety of audiences, including business users, developers, architects, IT operations professionals, and senior IT management
• Create and deliver customer roadmaps, solution visions and corresponding value
• Think beyond traditional measures of value ($) and incorporate risk, time, quality and other KPIs in a value proposition
• Respond effectively to functional and technical elements of RFIs/RFPs
• Participate in developing content such as presentations, demos, white papers, best practices, solution packs, architecture patterns, and online courses for use by both customers and to enable our extended team
• Provide direction/feedback on customer needs to product development & GTM strategy team

Benefits

• Multinational team creating the future of automation
• Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships
• Great compensation and benefits packages which vary depending on location including; RSU options, healthcare cover, generous time off, meal tickets, travel cards, parental leave, and much more)
• An open-minded culture with innovative, autonomous teams
• Employee resource communities to help you feel connected, valued and seen

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees