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TITLE

 

Director of Business Value Engineering

COMPANY

 

Qubole

LOCATION

 

Bangalore, IN

Description

Qubole, the leading cloud-agnostic, big data-as-a-service provider, is passionate about making data-driven insights easily accessible to anyone. Qubole delivers the industry’s first autonomous data platform. The cloud-based data platform, Qubole Data Service (QDS), removes the burden of maintaining infrastructure of multiple big data processing engines, and enables customers to focus on their data. Qubole customers process nearly an exabyte of data every month. Qubole investors include Charles River, Institutional Venture Partners, Lightspeed, Norwest, Harmony and Singtel Innov8. 

What you will be doing

    • Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow QUBOLE’s deal size, lower sales cycle times and increase win rates
    • Build collaborative and compelling business cases for Executives to answer “Why do anything?”, “Why now?”, “Why QUBOLE?”
    • Continuously refine QUBOLE’s financial value-based selling methodology including tools, deliverables, offerings
    • Educate and coach QUBOLE’s Direct Sales Organization on how to implement this methodology successfully into Target Accounts
    • As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue

The How

    • Execute customer-facing business value assessment workshops in key accounts
    • Manage multiple such engagements at the same time under tight timelines
    • Deliver world-class C-level Executive proposals and presentation materials with improved strategic messaging and content targeting C-level Economic Buyers
    • Work collaboratively with customers and internal teams including Sales, Pre-Sales, Services
    • Continuously innovate QUBOLE’s value selling tools including ROI calculators, TCO models
    • Proactively contribute to QUBOLE’s Value-as-a-service based IP including performance metrics benchmarking, thought leadership, speaking at events

Required Skills and Experience

    • Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts
    • 7+ years of experience in a Value Engineering / Management Consulting / Pre-Sales role
    • Project management  and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
    • Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within QUBOLE
    • Excellent written and verbal communication skills – crisp and effective
    • Experience with working with Sales Management and Field Sales
    • Must be able to roll up your sleeves and work in a fast paced environment
    • Passion and hunger to win, succeed and strive for excellence
    • MBA or Finance degree strongly preferred

Apply for the job

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