Value Consultant

Docusign

1d • Remote

About The Position

Value Consultants use business strategy and data analysis to influence a customer’s buying decision, and increase value selling across our go-to-market. Through leading strategy workshops, business discovery, data modeling, and creating compelling narratives, the Value Consultant (VC) works with customers to capture the heart of their business priorities and the impact of solving their challenges. VCs don’t just calculate ROI, they are strategic thought leaders who influence the entire customer lifecycle from presales to postsales. This position will be the dedicated Value Consultant for the Commercial Business Unit (CBU). You will partner closely with Sales, Customer Success, Presales, and Partners/Professional Services on strategic deals to increase win rates, average deal size, and total revenue to help grow our CBU business. You will also collaborate with Product and Marketing to ensure our value messaging stays aligned with our evolving market and product capabilities.

This position is an individual contributor role reporting to the Director of Value Consulting.

Requirements

• 5+ years of related experience
• Experience developing business strategies, including building executive-ready presentations
• Experience with financial modeling, and creating a compelling narrative from complex scenarios and data
• Experience working with employees at all levels of an organization, including executives

Nice To Haves

• Proven background of innovation and change management. Has designed, implemented, and driven adoption to new approaches of complex issues. Routinely identifies and recommends opportunities to change
• Management consulting experience
• Masters in Business Administration (MBA), or related experience
• Strong executive presence with key stakeholders and customer presentations
• Experience designing and facilitating strategy development workshops
• In-depth knowledge of SaaS sales practices and processes. Understands the different disciplines, channels, and platforms involved, and how to collaborate to drive customer strategies
• Strong analytical and storytelling skills

Responsibilities

• Partner with the account team and customers to build collaborative Account Strategies, Business Cases, and Value Realization studies
• Synthesize customer research and discovery data into clear, persuasive stories that drive action in stakeholders
• Collaborate with internal teams to do what’s best for our customers
• Work with sales leaders on territory planning, go-to-market strategies, and field enablement. As an example, value-centric enablement may include teaching reps how to apply self-service tools, identify and action sales plays, or enhance account research methodologies
• Combine a collaborative mindset with refined presentation skills to serve as a consultative advisor. You will influence both internal account teams and customer stakeholders, navigating complex organizational dynamics to find ways to expand and improve our customer partnerships

Benefits

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level