Lead Value Consultant
Job Summary
Job Description
- 7+ years of relevant experience
- Expertise in building ROI models
- Strong executive presence
- Excellent communication and presentation skills
- Ability to work cross-functionally
- Proven record of individual contributor impact
- Advanced cloud collaboration skills
- MBA preferred
- Bachelor's degree in business, economics, or quantitative analysis
- Comprehensive health plans
- Well-being programs
- Financial protection
- 401k plan with company contributions
- Flexible paid time off
- Holidays
- Generous caregiver and parental leaves
- Life and disability insurance
- Medical, dental, vision, and prescription drug coverage
4 skills required
Job Details
Sprinklr is a leading enterprise software company for all customer-facing functions. With advanced AI, Sprinklr's unified customer experience management (Unified-CXM) platform helps companies deliver human experiences to every customer, every time, across any modern channel. Headquartered in New York City with employees around the world, Sprinklr works with more than 1,000 of the world’s most valuable enterprises — global brands like Microsoft, P&G, Samsung and more than 50% of the Fortune 100.
Learn more about our culture here: The Sprinklr Way.
Job Description
Sprinklr is looking for a Lead Value Consultant to support the design and deployment of our Global Top accounts program and the delivery of customer engagements within our Americas sales theater.
Must sit in West or Central region of the US
Team overview
The Value team is the Center of Excellence for our top accounts program (Bear Hug). Our mission is to empower account teams to build long-term partnerships rooted in value with our top customers, with the goal of driving customer outcomes and account health, retention & growth.
We build repeatable outcome-based selling and success best practices on the back of
white glove services for our Top accounts, and deploy them at scale to the broader account base.
White glove services include support for strategic account & renewal planning, outside-in executive points of view, strategic partnership visions & roadmaps, business cases, value realization assessments, key executive meetings & workshops, executive proposals & strategic RFP responses.
Role description
In this role, you will be responsible for (1) delivering white glove services to our Top accounts, (2) building repeatable outcome-based selling and success best practices, and (3) deploying these best practices at scale through first line managers, enablement/coaching and self-service.
Main responsibilities
(1) Delivering white glove services to our top accounts
Work with our Americas sales leadership to prioritize accounts/deals to support.
Partner with account teams 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: 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: 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.
(2) Building repeatable outcome-based selling and success best practices
Based on the delivery of white glove services, build/pilot/contribute to, and maintain playbooks designed to improve account health, growth and retention, such as Business case playbooks for specific solutions & industries, and Sprinklr Adoption playbooks.
Develop and reinforce an ongoing feedback loop to improve the impact of these playbooks.
(3) Deploying best practices at scale through 1st line managers, enablement/coaching and self-service
Build processes that empower first line managers to deploy these playbooks with their Top accounts, and brief 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.
Desired skills & experience
7+ years of relevant experience in (1) Value Consulting/ Value Engineering with a leading software 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 software vendor, focusing on strategic customers and prospects.
Expertise in building ROI models, business cases, value realization assessments and point of views across a range of industries and customers.
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 and workshop facilitation, and whiteboarding.
Demonstrated success in working cross-functionally and collaborating across business units (Sales, Success, Solutions Consulting, Product, Product Marketing, Pricing, etc).
Proven record of outsized impact as an individual contributor, including account retention and growth.
Advanced cloud collaboration, including advanced Office 365 use (Word, PowerPoint, Excel) and digital productivity and asynchronous collaboration expertise.
Bachelor’s degree in business, economics, and/or field focused on quantitative analysis (e.g. mathematics, engineering, computer sciences) preferred.
MBA preferred.
Who you are
Passionate about deriving insights from data and adjusting strategy accordingly.
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.
Highly reliable, always delivering on promises – even the smallest ones; being on time to meetings, and able to manage significant volumes of incoming signals (emails, Teams pings, WhatsApp, Office 365 comments etc.) without being overwhelmed and without letting things “fall through the crack”.
Confident in sharing alternative perspectives with senior leaders and customers, and are quick to support colleagues in high-stakes moments.
Comfortable in ambiguity and supportive of your team in doing the same.
Well-organized and flexible; able to move from initiative to initiative without delay.
Why You'll Love Sprinklr:
We're committed to creating a culture where you feel like you belong, are happier today than you were yesterday, and your contributions matter. At Sprinklr, we passionately, genuinely care. For full-time employees, we provide a range of comprehensive health plans, leading well-being programs, and financial protection for you and your family through a range of global and localized plans throughout the world.
For more information on Sprinklr Benefits around the world, head to https://sprinklrbenefits.com/ to browse our country-specific benefits guides.
We focus on our mission: We founded Sprinklr with one mission: to enable every organization on the planet to make their customers happier. Our vision is to be the world’s most loved enterprise software company, ever.
We believe in our product: Sprinklr was built from the ground up to enable a brand’s digital transformation. Its platform provides every customer-facing team with the ability to reach, engage, and listen to customers around the world. At Sprinklr, we have many of the world's largest brands as our clients, and our employees have the opportunity to work closely alongside them.
We invest in our people: At Sprinklr, we believe every human has the potential to be amazing. We empower each Sprinklrite in the journey toward achieving their personal and professional best. For wellbeing, this includes daily meditation breaks and virtual fitness. We have continuous learning opportunities available with LinkedIn Learning and more.
EEO - Our philosophy: Our goal is to ensure every employee feels like they belong and are operating in a judgment-free zone regardless of gender, race, ethnicity, age, and lifestyle preference, among others. We value and celebrate diversity and fervently believe every employee matters and should be respected and heard. We believe we are stronger when we belong because collectively, we’re more innovative, creative, and successful.
Sprinklr is proud to be an equal-opportunity workplace and is an affirmative-action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. See also Sprinklr’s EEO Policy and EEO is the Law.
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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