Business Value Manager (Remote)

We know experience is built in a number of ways. Even if your background doesn’t match the exact requirements, we encourage you to apply and share any relevant skills in a cover letter. Sprout welcomes all candidates to apply, including those who identify as BIPOC, women and underrepresented genders in tech, LGBTQIA+, parents, veterans, persons with disabilities and people of all faiths.

Business Value Manager

Description

Sprout Social is looking to hire a Business Value Manager to the Sales & Success team. We are seeking a proactive and motivated individual who can develop, scale, and lead a high performing analytical Business Value program. Acquiring new customers and ensuring ongoing customer success is the growth engine at Sprout Social. As a Business Value Manager, you will drive new customer acquisition, add-on business, and renewals through delivery of collaborative consulting engagements and deal structuring support.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including DoorDash, General Mills, Trello, Make-a-wish Foundation, Edelman, and Blue Cross Blue Shield. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

In this highly visible role, you will work closely with Sprout Social leadership and account teams to develop value selling programs, create business case models for TCO/ROI analysis, execute cross-functional value assessments for our priority customers, gain sponsorship from executive customer stakeholders, act as a strategic advisor, and and assist with deal structuring and proposal development efforts for the largest deals and most strategic accounts. This is an exciting opportunity to build our value selling program from the ground up to drive revenue and accelerate Sprout’s competitive advantage.

• Build a business value framework, ROI, TCO, and COI calculations, and financial impact modeling to support sales engagements and success teams
• Support field sales training and execute scalable value selling programs and activities
• Participate on the account team as a strategic partner, informing and influencing account strategy and success plans
• Develop on-site value discovery workshops and client presentations
• Support later stages of sales cycles with deal engineering, proposal build, and negotiation
• Establish credibility with customer executives such as CIOs, CMOs, CFOs, based on experience with IT, marketing, digital transformation and large opex projects
• Coordinate and lead business strategy discussions with the most strategic accounts
• Quickly learn customer’s industry and business model
• Identify critical stakeholders and navigate decision-making processes
• Provide thought leadership, training and consultative partnering with internal sales and other cross functional customer-facing teams throughout the sales cycle

What you’ll bring

We are looking for a proactive and strategic-thinking, execution-oriented consultant who is ready to help us build this new program. 

The minimum qualifications for this role include:

• 8+ years experience in consulting, value management, value engineering, or strategic sales
• Excellent consulting skillset, including discovery, analysis, modeling, communication and project leadership skills
• Experience leading workshops and/or facilitating meetings with multilevel internal and customer audiences
• Experience with business case creation, analysis, quantification, and proposals 

Preferred qualifications for this role include:

• Understanding of SaaS software deal dynamics and ability to think strategically about driving software opportunities forward
• Previous management experience or comparable leadership skills 
• Drive and motivation to take on additional responsibilities over time
• Strong executive presentation and persuasion skills
• Ability to work independently and creatively
• Willingness to travel up to 30% to meet with strategic customers
• MBA preferred

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Partner with the Vice President of Solutions to define key success metrics for your role and how you will measure against them.
• Meet your business partners in 1:1s to understand what’s working, what’s not, and gather learnings to implement into your role.
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions.
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions.
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.

Within 3 months, you’ll start hitting your stride by:

• Meet with leaders throughout the Revenue organization that share responsibility for obtaining similar targets and identify areas of opportunity.
• Develop initial value framework and point of view unique to Sprout Social’s target customer
• Begin owning and executing value assessments through direct client engagement
• Begin coaching and mentoring sales and success teams with call listening through Gong, call shadowing and role plays to help them improve their own value messaging
• Assist in negotiations and deal strategy

Within 6 months, you’ll be making a clear impact through:

• Actively participating in key accounts and largest deals in assigned operating unit(s), by providing strategic advice, executing value assessments, evaluating buying options, creating proposals, and/or other customer-facing materials
• Continuously enable, train, and upskill partner field functions (i.e., sales, customer success, solution engineering) on value-selling
• Developing the scaling of value-focused messaging by championing and improving self-service materials
• Owning the full lifecycle of a value assessment, including:
• Gaining sponsorship from senior customer stakeholders
• Scoping the approach
• Conducting stakeholder discovery interviews and workshops
• Presenting recommendations back to customer executives
• Continuously challenge and refine our team’s value assessment approach, methodology, and tools and introduce new ideas to make us more successful over time
• Develop credibility with sales leaders and help grow the business in your operating unit(s)

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed monthly activity and revenue targets
• Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback
• Be recognized as a subject matter expert and thought leader at Sprout
• Establish and begin executing against your long-term plan for Value Engineering at Sprout
• Building out the value engineering function and helping scale it globally 

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

This role’s minimum On Target Earnings (“OTE”) is $200,000.00 USD annually. OTE is the sum of a fixed base salary plus incentives at target performance. The minimum amount earned is the fixed base salary. Incentive compensation will vary based on performance.

These ranges were determined by a market-based compensation approach. We used data from multiple sources, including, but not limited to, trusted third-party compensation sources to set equitable, consistent and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit). Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at accommodations@sproutsocial.com and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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