Value Consultant

 

Summary:

 

The Value Consultant role is responsible for developing business value propositions associated with NetSuite applications and services within designated industry vertical(s) or by designated Sales Teams.  This is a strategic role, within the vertical organization(s) or Sales Team, that works with customer or prospect C-level executives and business managers to provide industry thought leadership, engage to uncover the impact NetSuite solutions can deliver to support business value improvements, and develop and deliver business cases or other value management assets to support the closing of business.

 

Value Consultants are successful management consultants, analytical thinkers, and thought leaders who can effectively describe to executives NetSuite’s value proposition through financial analysis for emerging, enterprise, and corporate deals.

 

Responsibilities:

 

• Clearly articulate the benefits of NetSuite’s solution capabilities to all levels including line of business managers and C-level executives
• Create presentations using financial metrics including profitability, cash flow, risk, and cost drivers to demonstrate firm value improvements
• Act as both an analyst (interviews, presentations, analysis) and a key presenter (generate solution, final presentation to CEO and top managers).
• Work with customers to measure and benchmark current financial state and identify continuous improvements following application implementation through follow-up assessments.
• Create or use applicable value models to support application financial benefit improvements.
• Document key value strategies in white papers and related studies.
• Job duties are varied and complex, a track record of successful independent judgment is required.
• Coach and enable Sales Reps and Sales Managers on NetSuite Value Management Best Practices prior and during sales engagements

 

Qualifications/Skills:

 

• 5+ years in a comparable value engineering, value selling, business management, pre-sales, or consultative selling role for software organizations preferred
• Previous application experience in one or more of the following desired: Oracle, Workday, SAP, IBM, Epicor, Intacct, FinancialForce.com, Salesforce.com, Microsoft, Sage, Odoo, Xero, Infor
• Experience in selling to, or working in, a wide variety of industries is preferred
• ROI and TCO analysis expertise
• Strong executive presence and communications skills with ability to engage and persuade senior executives
• Understand the role of cost drivers and strategic cost analysis
• BA/MBA or equivalent applicable work experience
• Experience across Asia Pacific is a plus

 

NetSuite is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment, as NetSuite does not discriminate on the basis of race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation.

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.