Value Consultant - Presales

Overview

JAGGAER is leading the Autonomous Commerce revolution, a self-governing B2B commerce experience between buyers, suppliers, things (IoT), and partners. Leveraging AI and machine learning, our intelligent procurement solutions provide enterprise buyers and suppliers with smart-match recommendations that align buyer needs with supplier capabilities. Our solutions autonomously execute many of the repetitive, behind-the-scenes tasks required to facilitate enterprise commerce. We are over 1,200 employees strong, all focused on customer success. For more information, visit www.jaggaer.com

Principal Responsibilities

WHAT WE’RE LOOKING FOR:

The Value Consulting Lead is part of the Value Consulting team which sits within Presales at JAGGAER. The role helps strengthen and communicate our POV on customer value, build compelling business cases in support of sales opportunities, and build and maintain tools to support the Value Consulting practice. This role works primarily with members of the Sales team, along with other areas (Solutions Consulting, Customer Success, Partner Alliances) in the company.

This role involves engaging directly with prospects and existing customers. The ideal candidate will have a strong background in preparing business cases and ROI analyses and presenting them concisely and successfully to C-level executives, while confidently defending the underlying data and assumptions. A background in Source to Pay, Procurement, and Supply Chain and is a plus.

WHAT YOU WILL DO:

1. Value PropositionBuild a comprehensive customer value proposition for Jaggaer prospects and customers in sales pursuits that aligns the prospects’ strategic imperatives and the capabilities of the JAGGAER platform. Answering the questions, “Why do anything?”, “Why now?”, and most importantly, “Why JAGGAER?”

2. Strategic Value Assessment:

Build collaborative and compelling business cases for customer Executives (CEO/CFO/Board)Continuously refine JAGGAER’s financial value-based selling methodology including tools, deliverables, offeringsOversee the creation and delivery of customized value assessments, ROI analyses, and business case justifications for prospective and existing clients.Ensure the team leverages best practices and methodologies for business value realization.

3. Client Engagement and Advocacy:

Engage with key clients and prospects to understand their business challenges, procurement processes, and strategic objectives.Present and articulate the business value and benefits of JAGGAER’s solutions to senior executives and decision-makers.Serve as a trusted advisor and advocate for clients, ensuring their needs and feedback are communicated to internal stakeholders.

4. Collaboration with Sales and other Departments:

Partner with sales leadership to develop and execute account strategies that drive customer acquisition and retention.Support sales teams in value-based selling efforts, proposal development, and negotiationsAct as a key point of contact for complex and strategic deals, providing expert guidance.Educate and coach JAGGAER’s Direct Sales Organization (AE/AM and VPs) on how to implement Jaggaer’s POV on customer value successfully into Target Accounts.Collaborate with internal departments (e.g. Customer Success Team) to ensure customer value is properly positioned throughout the customer life cycle.

5. Market and Industry Insights:

Stay informed about industry trends, market dynamics, and competitive landscape to inform value propositions and consulting services.

6. Performance Measurement and Reporting:

Track and report on key performance indicators (KPIs) related to value consulting activities and outcomes.Continuously innovate JAGGAER’s value selling tools including ROI calculators, TCO modelsProactively contribute to JAGGAER’s Value-as-a-Service based IP including performance metrics benchmarking, thought leadership, participating at customer eventsUtilize data and analytics to drive continuous improvement in value consulting processes and strategies.Consistent meet or exceed performance targets and client satisfaction goals.

Position Requirements

WHAT YOU WILL BRING:

• 5+ years of experience in value consulting, procurement consulting, or strategic consulting roles.
• Strong understanding of value-based selling, ROI methodologies, and procurement processes.
• Strong customer-facing skills, executive presence with the ability to build credibility and trust with senior executives and VP/Director/Manager/Analyst levels within customer accounts
• Experience with working with Sales Management and Field Sales
• Exceptional communication, presentation, and interpersonal skills.
• Strong analytical and strategic thinking skills.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities.
• Proficiency with CRM software and other sales enablement tool
• Strong bias for action
• Passion and hunger to win, succeed and strive for excellence
• Highly professional with polished written, verbal and presentation skills.
• A willingness to travel (approx. 30%)
• MBA or advanced degree in finance, economics, or related field preferred
• Fluent business level written and verbal English. Other languages are considered a plus.
• Position can be remote, ability to accommodate UTC, CET, and GST preferred.

WHAT WE OFFER:

• An international, professional environment with global career opportunities;
• A social and friendly office in the heart of Farringdon, London;
• A trust based flexible work culture;
• Rewarding commission & bonus schemes;
• Work from abroad policy up to 1 month every year;
• Day off for birthdays;
• Two days of extra paid leave for volunteering;
• Private Health Insurance
• Dental insurance;
• Health cash plan;
• Cycle to work scheme;
• Office breakfast every Wednesday;
• Office drinks every Thursday;
• Summer and Winter parties.

Our values

Our values are at the core of who we are at JAGGAER. You will see these values entrenched in how we support our customers, work with team members, build our products, and in the culture we’ve created.

Be Collaborative: Foster a culture of mutual respect, working effectively and productively with others, and sharing responsibility for team success.

Be Accountable: Take ownership, learn from challenges, be proactive, and rise above one’s circumstances to achieve the result.

Be Adaptable: Embrace change, encourage innovation, and remain effective when experiencing major change.

JAGGAER is a proud equal opportunity/affirmative action employer supporting workforce diversity. We do not discriminate based on race, ethnicity, ancestry, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), marital status, caregiver status, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, genetic information, military, or veteran status, mental or physical disability, or other applicable legally protected characteristics.)