Principal Value Consultant

Sprinklr is looking for a Principal Value Consultant to support our sales division. In this role, you will be responsible for coaching on business case execution, sponsoring key accounts with value-led engagement strategies, and providing thought leadership to internal and external business units. 

The Team 

The Business Value Group (BVG) plays an essential role for the business as the owner of Sprinklr’s proprietary value framework. Consultants partner closely with Sales & Customer Success to build custom value assessments for top accounts, coach the field on our self-service toolkit, and advise leadership on deal strategy and execution. Ultimately, the team’s mandate is to enable the field to quantify the business impact that Sprinklr can provide for prospects/current customers by understanding the current state of operations, making strategic recommendations tied to business objectives, and articulating the benefits of the proposed changes.  

Outside of scaling business value, BVG also contributes regular thought leadership to Product Marketing, Product, Sales, Customer Success, and Solutions Consulting in the form of sales plays, go to market strategies, case studies, and new model development in order to drive innovation and upskill Sprinklr’s offerings. The team is seen as trusted advisors to both external customers and internal teams, often providing strategic guidance across Sprinklr’s product roadmap and key company objectives. 

Role Description 

As a Principal Value Consultant, you will be the primary contact for the Divisional Vice President and Director of Sales in Central Europe. You will be responsible for managing your division’s overall adoption of business cases, guiding leadership on which deals can leverage self-service resources and which deals require custom support. You will guide your division in monthly, quarterly, and yearly goal setting exercises – leading enablement sessions and providing 1:1 coaching to hit sales targets and inject business value into all deals. Additionally, you will be responsible for developing scalable value models as new products are released and staying up to date on the Sprinklr product suite.  

Main Responsibilities: 

• Divisional Leadership Alignment: Work closely with Sales & Solutions Consulting leadership to develop value-led engagement strategies and attach business value to every opportunity. 

• Business Case Execution: Create custom business cases for key accounts by conducting in-depth discovery on current state of operations, providing transformation recommendations, and articulating the business impact of proposed changes. 

• Model Creation & Maintenance: Facilitate new value model creation for new products as they are released; work alongside Go-To-Market teams to ensure new product launches are rooted in business value. 

• Thought Leadership: Drive internal and external thought leadership that help to position Sprinklr’s platform and capabilities in specific industries and use cases. 

• Sales Enablement: Partner with Sales Enablement to deliver bespoke enablement strategies across theatres/divisions when it comes to leveraging the self-service business case toolkit; set targets on adoption and usage. 

• Impact Reporting & Analysis: Deliver real-time reporting into business case adoption across theaters/divisions; track delta in win rates, deal size, deal cycle length for opportunities that include business value. 

• Training & Development: Provide continuous training & development on deliverable execution, regional support model, thought leadership, and other areas tied to career growth. 

Desired Skills & Experience 

• 5+ years of relevant experience in Value Consulting/ Value Engineering with a leading software vendor 

• Strong executive presence with an ability to simplify and communicate complex topics to C-Suite audiences 

• Excellent interpersonal, written, and verbal communication skills with a strong ability to tell compelling value-led stories 

• Outstanding presentation skills including public speaking, meeting facilitation, and whiteboarding. 

• Expert in building ROI models, business cases, value assessments and point of views across a range of industries and clients 

• Self-starter with demonstrated flexibility and creativity when facing challenging problems or projects; ability to adjust to changing priorities of a quarterly cycle 

• Highly analytical and well-organized, in both thought process and mindset 

• Passionate about deriving insights from data and adjusting strategy accordingly 

• Demonstrated success in working cross-functionally and collaborating across business units (Sales, Success, Solutions Consulting, Product, Product Marketing, Pricing, etc) 

• Bachelor’s degree in business, economics, and/or field focused on quantitative analysis (e.g. mathematics, engineering, sciences) preferred 

• MBA preferred