Senior Director, Value Engineering

About the Role

Copado is seeking a highly motivated and experienced Senior Director of Value Engineering to lead our value selling initiatives and drive sales effectiveness across our enterprise accounts. In this critical role, you will be responsible for developing and implementing strategies that clearly articulate the value of Copado's solutions, enabling our sales team to win complex deals and maximize revenue growth. You will be a key player in shaping our sales methodology and ensuring that our customers fully understand the transformative impact of Copado's offerings.

Copado is bringing the Big Easy vibes to our team, and we want you to be part of it! We're excited to announce new remote work opportunities based in the heart of New Orleans. Whether you're a NOLA native, a Tulane or Loyola alum missing those beignet breakfasts, or just someone looking to add some jazz to your career, we've got a spot for you!

Key Responsibilities:

Value Selling Leadership:

• Develop and implement a comprehensive value selling framework for Copado's solutions.
• Create compelling presentations and materials that resonate with prospects and clearly demonstrate the ROI of Copado.
• Conduct deep discovery sessions with prospects to identify pain points, understand their business needs, and tailor value propositions accordingly.
• Lead training and enablement sessions for the sales team to enhance their value selling skills.

Sales Process Optimization:

• Analyze current sales processes and identify areas for improvement.
• Integrate the Value Engineering methodology and data into the end-to-end Revenue lifecycle, ensuring customer objectives and results are tied to desired outcomes
• Develop and maintain best practices for value-based selling and customer engagement.

Strategic Deal Support:

• Partner with sales leadership and account executives to drive strategy for complex enterprise accounts.
• Conduct in-depth strategic discovery to identify customer needs and tailor compelling value propositions.
• Lead value-focused presentations and product demonstrations that showcase the unique benefits of Copado.
• Develop detailed ROI analyses and business cases to justify investments in Copado's solutions.

Mentorship and Team Leadership:

• Mentor and coach junior sales engineers and value engineering team members.
• Foster a culture of collaboration and knowledge sharing within the sales organization.
• Lead by example and inspire others to achieve ambitious goals.

Qualifications:

• Proven Experience: 10+ years of experience in a value engineering, sales engineering, or solution consulting role, preferably in the SaaS industry.
• Value Selling Expertise: Demonstrated ability to articulate complex technical concepts in a clear and concise manner, highlighting business value and ROI.
• Strategic Thinking: Ability to think strategically and develop innovative solutions that address customer needs and drive business growth.
• Strong Communication and Presentation Skills: Excellent written and verbal communication skills, with the ability to present to diverse audiences, including C-level executives.
• Analytical and Problem-Solving Skills: Proven ability to conduct detailed analysis, identify customer pain points, and develop solutions that deliver measurable results.
• Leadership and Mentorship: Experience in leading and mentoring teams, fostering a positive and collaborative work environment.

Bonus:

• Deep Understanding of DevOps: Strong knowledge of DevOps principles, practices, and tools, with a focus on the Salesforce ecosystem.

Who you Are:

• Self-driven: Thrives in an autonomous environment, taking initiative and responsibility for outcomes with minimal direction or supervision. Capable of managing tasks independently and staying motivated to achieve goals.
• Resourceful: Able to find creative solutions and workarounds when faced with obstacles.
• Open-minded: Receptive to new information, ideas, and ways of doing things.
• Resilient: Capacity to bounce back from setbacks, maintain a positive attitude, and adjust plans when things go wrong.
• Agile: Quick to learn and apply new knowledge or skills in response to shifting requirements.
• Proactive: Takes initiative to anticipate potential changes and prepares responses in advance.
• Quick learner (with technology):

Tech-savvy: Shows a general aptitude for technology.