Business Value Services Director

Introduction A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey. Your Role And Responsibilities About the Team The Business Value team is a strategic team that is geographically aligned within the HashiCorp Sales Revenue organization and supports opportunity pursuits within our top accounts. We help our customers understand and document the “why act” and “why act now”. We also act as the vanguard of value at Hashicorp, sharing, scaling and evangelizing the business value of Hashicorp to the field organization. This in turn raises the level of value selling and value realization across Hashicorp. This individual will help our customers maximize the impact of their investments in Hashicorp. Members of the Customer Value team enjoy a broad and dynamic set of responsibilities.

What You'll Do

• Successfully position and articulate the why, what and how of a value engagement to customer and prospects and convey how this helps them with their evaluation and justification of addressing their infrastructure and security initiatives
• Consultative Engagements: Partner with account teams and customers to frame and address complex business challenges through data-driven insights, focusing on cost optimization, performance enhancement, and revenue gain
• Engage programmatically with Regional Sales Leadership to qualify/select high value opportunities, and build a plan to engage on each of those to help create the proper customer validated collateral to drive deal acceleration and increased transaction size.
• Drive consistent and repeatable processes to strategically and financially support decisions for our largest opportunities.
• Drive the Strategic Pursuits cadence process with things like Big Deal Reviews 2x quarterly with regional leaders to ensure we are making appropriate progress against those, and that we have the proper customer focused financial outcomes documented as a part of the proposal and selling document(s).
• Drive strategic deal thinking, best practice sharing and extended team collaboration.
• Work with Sales Enablement to build out proper training content to ensure maximum usage and value.
• Ensure we are going back and “Validating the Value” associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral.

Preferred Education Bachelor's Degree Required Technical And Professional Expertise

• 4+ years of formal value consulting/management/advisory experience
• Comfortable building credibility and relationships with client CIOs and business executives
• Passion for one or more of these: thought leadership, financial models, sales enablement, deal structuring, storytelling through slides or sales strategy
• High energy , positive attitude, open minded and kind
• Demonstrated coaching and mentoring experience
• Excellent content creation and presentation skills
• Proven collaboration capabilities
• Well organized and analytical skills
• Structures ill-defined, vague problems, allowing the team to spend problem solving efforts in a focused way

Preferred Technical And Professional Experience

• 10+ years of combined work experience in IT strategy consulting, management consulting, information technology and/or value consulting
• Knowledge/Experience with HashiCorp suite of products

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