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Director, Value Realization

Posted on Jun 1, 2020 by Egnyte

Spokane, WA 99201
Immediate Start
Annual Salary

Egnyte is looking for a highly talented, creative and passionate individual who can articulate the value proposition of our services to existing customers as well as develop analytical models outlining the positive financial returns for our install base. The BVM Director plays a critical role in helping our customers make sound expansion/renewal decisions by working with them to quantify an accurate ROI/TCO of the Egnyte platform vs. alternative solutions.

This position reports to the Sr. Director of Field Enablement and will either be based out of an existing company office located in Mountain View, CA, Raleigh, NC, or Spokane, WA or remote. You will work closely with our sales, marketing, customer service, and product teams to focus on building the business value proposition, including strategic account planning, business case justification, market opportunity and C-Level presentations.

Role Requirements:

Work closely with customers and sales to conduct business value assessments to identify, prioritize and quantify key business drivers (metrics) and understand how our solutions will help solve their problems
Develop, test and implement business value/value selling tools to the customer facing field staff
Create and deliver executive level presentations to VPs/CxOs
Work with SalesForce development resources to create reports and dashboards for tracking key BVM success metrics, management review, and evaluating the effectiveness of the value selling program (KPIs)
Build and improve upon ROI/TCO models, value selling platforms, and sales collateral owned and generated by the business value team
Interface with clients and Egnyte product teams to identify opportunities for product improvement and solution adoption, especially as it relates to surfacing business value
Provide thought leadership & coaching to sales to accelerate sales cycles
Build a scalable value realization model that can be used to highlight the past and future benefits of a customer's Egnyte subscription
Partner with our customer success teams to engage directly with our existing install base to assist them with discovering and quantifying the actual business benefits of their Egnyte investment.
Work closely with marketing to ensure our value proposition is represented in all web, print, and demand generation campaigns
Partner with marketing resources to build a library of value creation stories (case studies) by use case, market segment and/or industry vertical


5-7 years professional experience in executive IT/leadership, value consulting, technology sales, or analytical roles
Experience with traditional on-prem file and content management solutions and knowledge of the market for Cloud Collaboration/EFSS solutions is preferred
Must be a self-starter, creative, high energy, and comfortable running an initiative in a start-up paced software company
Excellent quantitative analysis and financial modeling skills
Strong facilitation and presentation skills. Executive presence and confident objection handling are a must
Ability to create impactful business cases with compelling storytelling and visual design elements
Strong grasp on views of leading industry analyst firms like Gartner, Forrester, and IDC
Possess extensive knowledge of IT budgeting, especially the costs of running a typical on-premises environment (CAPEX/OPEX elements, admin and support, etc.)
Proven ability to manage multiple projects with tight deadlines effectively
Strong understanding of business financial terms (P&L etc.) and tying technology solutions to strategic business objectives
Comfortable with up to 20% travel to customers as needed

Reference: 895418232

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