Value Consulting Manager, Presales (Remote)

Overview

ABOUT JAGGAER: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.comWHAT WE'RE LOOKING FOR:

The Value Consulting team is part of the Global Presales Solution Consulting team at JAGGAER. The team identity and philosophy are based on the 3T concept:

• Technology: Consolidate JAGGAER ONE solution knowledge across the entire Presales team and work to position the right solution based on the product strategy and market trends/needs

• Team: Move the team under an umbrella to share, communicate and collaborate as a unique team (i.e. best practice sharing, monthly meetings, team building)

• Trust: Communicate the JAGGAER company and solution value with the same messages across the global to be focus on the customer success

The Value Consulting Manager is an important pillar of the Presales team and will be part of the Global Presales Solution Consulting steering committee. They will work with members of the Presales team, other departments (Sales, Customer Success, Partner Alliances) and Executives within the company.

The Value Consulting Manager will help us strengthen and expand our ability to use data to support sales engagements, uncover insights for our customers, and build and maintain tools to support the Value Consulting practice.

Specifically, the successful candidate will provide analytical data analysis, modelling and visualization. This is a challenging but incredibly rewarding experience for someone who:

• Wants to deliver a meaningful impact on customer success by finding data insights that unlock value and improve outcomes

• Has a bias for action

• Works autonomously in a dynamic environment

• Strives to automate as much as possible, yet understands the value of explicitly incorporating human decisions

The Value Consulting Manager at JAGGAER will play a pivotal role in driving customer success by helping clients understand and realize the full value of JAGGAER's solutions. They will be an advisor providing expert consultation on value selling and implementation process which includes the development of business cases with quantified monetary benefits that help create a value-based strategy for technology sale and deployment.

This position involves guiding a team of value advisors, collaborating with Sales, Presales Solution Consultants and Customer Success and Partner teams, and engaging directly with prospect and clients to deliver compelling value assessments and business case justifications. 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, Supply Chain and strategic solution consulting is preferred.

Principal Responsibilities

WHAT YOU WILL DO:

1.Leadership and Team Development:

• Deliver C-level Executive proposals and presentation materials with strategic messaging and content targeting the Economic Buyers.

• Lead, mentor, and develop a high performing team of value advisors.

• Establish clear objectives, performance metrics, and development plans for the team.

• Foster a culture of collaboration, innovation, and customer-centricity within the team.

2.Strategic Value Assessment:

• Build collaborative and compelling business cases for Executives (CEO/CFO/Board) to answer the questions, "Why do anything?", "Why now?", and most importantly, "Why JAGGAER?"

• Continuously refine JAGGAER's financial value-based selling methodology including tools, deliverables, offerings

• Develop and implement a comprehensive value consulting strategy that aligns with JAGGAER's business goals and client needs.

• Oversee 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 Presales Consulting and 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 high-stakes negotiations, proposal development, and value-based selling efforts.

• Act as a key point of contact for complex and strategic deals, providing expert advice and guidance.

• Develop multi-level sales strategies and methodologies for targeted account penetration activities. Help design field sales campaigns against targeted verticals or competitive take-out targets.

• Educate and coach JAGGAER's Direct Sales Organization (AE/AM and VPs) on how to implement this methodology successfully into Target Accounts.

• Collaborate with internal departments (i.e. Customer Success Team) to ensure the right visibility on the existing customers portfolio to evolve the Value assessment strategy

5.Market and Industry Insights:

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

• Provide insights and recommendations based on market research and client feedback to support product development and marketing strategies.

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 models

• Proactively contribute to JAGGAER's Value-as-a-Service based IP including performance metrics benchmarking, thought leadership, participating at customer events

• Utilize data and analytics to drive continuous improvement in value consulting processes and strategies.

• Ensure the team consistently meets or exceeds 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, with manager position.

• Proven track record of successfully leading and developing high-performing teams.

• 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

• Team building attitude

• 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 strongly preferred

• Fluent business level written and verbal English. Other languages are considered a plus.

• Position can be remote, East Coast preferred

WHAT WE OFFER:We strive to support our Rockstars & their families. Your health & well-being are important. JAGGAER offers a variety of programs to help you manage your overall wellness and be your best self. At JAGGAER, you'll find great medical plans, adoption benefits, wellness reimbursement, generous parental leave, 401(k) match, a flexible work environment, no limit on vacation days for exempt employees, and much more!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.

EEO:JAGGAER is a proud equal opportunity/affirmative action employer supporting workforce diversity. We do not discriminate based upon 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.ACCESSIBILITY:JAGGAER is committed to providing access and reasonable accommodation to applicants. If you are a qualified individual with a disability or a disabled veteran and you think you may require an accommodation for any part of the recruitment process, please send a request to: hr@jaggaer.com All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Pay Transparency Nondiscrimination Provision (dol.gov)

Know Your Rights: WOrkplace Discrimination is Illegal (dol.gov)