Business Value Consultant - job 2 of 5

EGNYTE YOUR CAREER. SPARK YOUR PASSION.

Egnyte is a place where we spark opportunities for amazing people. We believe that every role has meaning, and every Egnyter should be respected. With 17,000 customers worldwide and growing, you can make an impact by protecting their valuable data. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:

ABOUT EGNYTE

Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 17,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com.

Do you like engaging with customers to discover their needs and challenges? Do you like solving problems and analyzing the positive impacts of business investments? Do you like helping business leaders make sound decisions and successfully achieve their goals? If you answered yes to any of these questions, then you might be a great fit for Egnyte’s growing Value Acceleration team. We are looking for a talented and passionate individual to join us as a Business Value Consultant where you will play a critical role in helping our customers discover their key challenges and opportunities as well as help them accurately calculate the value of key outcomes.

Reporting to the Director of Value Engineering you'll work closely with our customers and our Customer Success team but also with our Sales, Marketing, and Product teams to focus on building the Egnyte business value proposition, including strategic account planning, business case justification, market opportunity, and C-Level engagements.

WHAT YOU’LL DO:

• Update, deliver and operationalize Egnyte’s Value Realization, Validation & Reassertion program
• Ensure program alignment with our Value Model and core use cases
• Build and maintain value models, value realization platforms/processes, and sales collateral owned and generated by the value acceleration team
• Assist in developing the Value Realization Program strategy
• Partner with associated activity/process stakeholders to ensure Program driven change is managed in a controlled way and remains aligned with exec stakeholder expectations
• Identify mechanisms for capturing key outcomes during pre-sales while ensuring post-sales teams have visibility and automated/programmatic ways to track against their customer’s goals
• Discover, understand, and account for all relevant pre- and post-sales activities/processes that the program will interact with/influence.
• Regularly track customer sentiment and retention to understand trends and propose strategies/tactics for minimizing churn
• Partner with post-sales to integrate validated customer outcomes into business/executive reviews
• Establish processes for capturing, packaging, and publishing customer-validated outcomes while making them available to our all-internal teams
• Establish reporting approaches to track and communicate the program's effectiveness
• Work with internal development resources to create reports and dashboards for tracking key value team success metrics, management review, and evaluating the effectiveness of the value realization program
• Participate in customer-facing engagements to understand their value perspectives and partner with post-sales to drive additional value-centric engagements
• Work closely with customers and our Customer Success team to conduct business value-centric engagements. Engagements include quantifying key business outcomes through the clear identification, documentation, prioritization, and understanding of how our solutions help meet customer needs
• Interface with customers and Egnyte product teams to identify opportunities for product improvement and solution adoption
• Partner with marketing and install base resources to:
  • Build a library of value creation stories (i.e., case studies) by use case, market segment, and/or industry vertical
  • Monitor campaign performance on an ongoing basis and continuously optimize tactics to improve effectiveness in achieving targets
  • Provide customer behavior analysis data to support the creation, execution, and marketing campaigns for retention, churn, and cross-sell
• Conduct research on industry trends, market surveys, analytical reports, and other trusted sources to accurately quantify the benefits and impacts of our solutions applied to customer challenges
• Create and deliver executive-level presentations to VPs/CxOs
• Stay current with Egnyte releases, documentation, and best practices
• Up to 20% travel to customers as needed

YOUR QUALIFICATIONS:

• 3+ years of professional experience, ideally in value consulting, IT leadership, analytics, finance, or sales/pre-sales roles
• Experience with traditional on-prem or cloud file/content management and collaboration solutions is preferred
• Must be a self-starter, creative, high energy, and comfortable with high rate of change present in growing SaaS 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 a knowledge of the capital and operating costs at play when establishing or providing a typical IT services department
• Proven ability to manage multiple projects with tight deadlines effectively
• Strong analytical and financial modeling skills and an aptitude to learn new systems is preferred

COMPENSATION:

• Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is $115,000 - $145,000 annually. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location.

BENEFITS:

• Competitive salaries, comprehensive benefits & pre–IPO stock options
• Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance.
• Paid holidays and sick time
• 401(k) Retirement Plan (Traditional and Roth)
• Health Savings Account (HSA) and Employee Assistance Program (EAP)
• Paid Maternal, Paternal, and Adoption Leave to help you grow your family
• Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
• Gym, cell phone, and internet reimbursement
• Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered.
• Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more.
• Your own Egnyte account with lifetime access

COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION:

Egnyte provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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