MANAGER, CUSTOMER VALUE PROGRAM
Client is one of the world’s largest dedicated security technology companies. Client delivers proactive and proven solutions and services that secure systems and networks around the world, allowing users to browse and shop the web securely. With their unmatched security expertise and commitment to innovation, client helps home users, businesses, the public sector and service providers to comply with regulations, protect data, prevent disruptions, identify vulnerabilities, and continuously monitor and improve their security. Their products are unique in how they work together to make security affordable and manageable.
MANAGER, CUSTOMER VALUE PROGRAM
DESCRIPTION OF FUNCTION AND RESPONSIBILITIES:
As part of the Sales Operations team, you will work with our sales teams on the largest and most strategic sales opportunities. This role will be responsible for helping our sales reps to win every deal in which we compete by arming them with timely expert assistance and specialized sales tools. Specifically, this role is focused on driving Business Case / ROI discussions, and is both strategic and highly analytical in nature.
- Work closely with prospective customers and account teams to identify, prioritize and analyze key business issues and understand how our solutions will help solve those problems.
- Lead internal and external discussions and discovery around customer business processes, mapping "as is" and "to be" business processes across a wide range of companies and industries.
- Build ROI and TCO models to quantify the impact of deploying Solution.
- Create and deliver executive level business case presentations
- Work with our pre and post-sales teams and conduct customer surveys and interviews to build out our repository of improvement metrics and benchmarks.
- Develop and roll out value selling tools, content & training to sales teams to accelerate sales cycles and increase win rates
- Determining the cost and benefit drivers associated with technology deployments and/or BPR
- Structuring financial models in a clear and communicable way
- Evaluating the merits of alternative modeling approaches (ROI, TCO, NPV, ROA, or top-down vs. bottom-up, which dimensions to use, etc.)
EXPERIENCE REQUIRED:
- 8+ years of related work experience, ideally in management consulting or analytical role in a complex selling environment
- Experience in enterprise software industry, security experience is preferred.
- Undergraduate degree. MBA a plus.
- Experience presenting to executive audiences
- Excellent quantitative analysis and financial modeling skills as well as an ability to effectively present and communicate insights and recommendations
- Ability to create compelling business cases to executive management
- Proven track record in a fast paced, dynamic work place as well as an ability to work independently and drive value selling offerings
- Willingness to work closely with sales organization and engage in deals. Enthusiasm to drive and win deals.
- Proven ability to manage multiple projects with tight deadlines effectively.
Dynamic Global StaffingTM is an equal opportunity employer. It is our policy to abide by all federal, state and local laws including but not limited to those prohibiting discrimination based solely on a person's race, color, religious creed, sex, national origin, pregnancy, physical or mental disability, age, military status or status as disabled veteran, genetic information or any other protected status except where a reasonable, bonafide occupational qualification exists.