Lead Value Consultant

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.

This will be a remote position but we are looking for someone to sit on the East Coast.

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.