Description:
Esker's Sales Value Engineer is a strategic role that combines the competencies of Value Engineering and Strategy Consulting. We're looking for an individual who will be a key player in building and developing a customer value program at Esker.
In this role, you will work closely with our Sales, Presales, Customer Experience and Marketing teams to ensure successful engagement with customers and prospects. This role will act as a strategic resource to heavily influence Esker's sales by guiding prospective and current customers in realizing and creating value from their investments in Esker's solutions with a primary focus on procurement and other Source to Pay offerings.
This position will create ROI tools that will be used during conversations with prospects and customers and train members of the presales and sales teams to use them during demos and the sales process.
Key Tasks/Duties:
- Lead the development of internal ROI tools that will aid in conversations with prospects to quantify, build and justify the value of Esker solutions and to reengage current customers in value realization.
- Collaborate with sales team to research account and prepare for conversation with finance, procurement and C-Suite level executives regarding the potential value Esker can provide.
- Continuously monitor industry reports, trends and benchmarking data to be informed of new best practices; improve upon internal tools and adapt business cases.
- Conduct workshops to gain a deep understanding of client processes and challenges, and recommend overall business process improvements, highlighting technology-based solutions offered by Esker.
- Enhance effectiveness of sales staff by coaching & educating sales staff on ROI tools and conducting procurement-related financial conversations with prospects/customers.
- Engage Business Development Managers with cross selling by helping to determine value of other Esker solutions within the full Source to Pay suite.
- Team up with Customer Experience, Marketing and Product Management to review existing metrics that may affect the sales process.
- Collaborate with Corporate Marketing and Product Managers to advise on market driven enhancement and messaging regarding Procurement.
Education Requirements:
Bachelor's degree in business, data analytics, finance or equivalent experience in lieu of degree
Essential Experience:
- 8+ years of experience in sales management, sales engineering, procurement, finance or consulting.
- Experience selling, using or implementing procurement automation solutions is required ; experience selling other Source to Pay software and professional services desired.
- Demonstrated experience developing and scaling a value program at a high growth company.
- Experience building ROI tools for (pre) sales teams
Competencies:
- Excellent presentation skills and communication skills (oral and written).
- Ability to coach and influence others.
- Excellent project management skills.
- Advanced Excel skills, including experience processing large quantities of data, spreadsheets, dashboards and complex formulas.
- Data visualization tool experience such as Tableau or Power BI.
- Willingness to travel 15% of the time.