Value Engineer, Strategic Accounts

Location: Remote, United States (West or Central region preferred)

Why You'll Love This Role

Engineering is a consultative team that supports the Cribl sales and GTM organization and engages customers to explore the business value of Cribl. We deliver high-touch customer engagements while building content, frameworks, tools, processes and best practices to help sellers independently develop the business case for Cribl. In this highly cross-functional role, you'll collaborate with teams from sales, solutions engineering, product marketing, and customer success. Approximately 80% of your time will be focused on customer engagements and ~20% of your time will be working on broad GTM and value selling scale projects. Together, we'll drive value selling across the GTM organization, directly contributing to:

1. Boosting win rates,
2. Speeding up sales cycles
3. Reviving dormant opportunities
4. Increasing deal sizes, and Enhancing deal margins.

As An Active Member Of Our Team, You Will...

• • Engage, Consult and Influence: Partner with sales teams and customers, employing a value-based selling approach to create compelling narratives and business cases. You'll help the customer answer the 3 key questions: "Why change?", "Why Cribl?", and "Why now?"
  • Lead Discovery Sessions: Conduct technical value discovery sessions with senior executives and technical staff, asking questions and providing insights that help shape their business case for Cribl.
  • Craft Business Cases: Develop comprehensive business cases for new business, expansions, and cross-sell opportunities, as well as value realization analyses to propel renewals.
  • Innovate and Build: Create value discovery questions, financial models, and frameworks for new use cases and products. Develop and maintain a value metrics database for internal and customer use.
  • Empower Sales Teams: Enable our sales teams to become proficient with self-serve value content and tools, ensuring they can independently explore and communicate value to customers. 
  • Travel Opportunities: Enjoy a dynamic role that includes occasional travel (10% to 20%) throughout the year. There is the usual customer travel, but what you should really look forward to is Cribl Kickoff, which occurs over a week each year. It’s an incredible time to engage, learn and most importantly, have fun with other Criblians.
  • Up to 30% Travel
  • We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

If You’ve Got It - We Want It

• Driven and Collaborative: You have a strong work ethic, a "get things done" attitude, and thrive in a team environment. Looking for someone who has grit.
• Detail-Oriented and Analytical: Your structured thinking and keen eye for value enable you to create detailed and accurate business cases. You excel in financial analysis and modeling, particularly around TCO and ROI concepts.
• Proactive and Adaptable: You're a self-starter who thrives in unstructured, fast-paced environments and enjoys taking ownership of projects.
• Trusted Advisor: You build and maintain strong relationships with customers and sales teams, providing valuable insights and guidance.
• Polished Communicator: You can present complex analyses clearly and persuasively, both verbally and in writing.
• Selling Expertise: Familiarity with Force Management, Challenger Selling, MEDDPPICC and 3 Why methodologies.
• Technical Expertise: You have expert-level skills in Google Sheets and Slides. Being familiar with tools like Omni, SFDC, Clari, Decision Link, Ecosystems, Mediafly, and Spotlight is a plus.
• Educational Background: A Bachelor's degree is required, with a preference for business management, finance, accounting, economics, information systems, or computer science. A MBA from a top-tier institution is highly preferred.
• Experienced Professional: 5 to 10+ years in enterprise software strategy / business operations, technology / management consulting, investment banking or value engineering.
• Technical Knowledge: Familiarity with networking, cloud infrastructure, IT operations, observability, and/or security is a plus.
• You live in the West or Central region

As a Value Engineering team we breathe, eat and drink the four key values below …

• Demonstrate Accountability & Extreme Ownership: Proactively identify challenges and drive solutions. Do not call out a problem without proposing a solution or framework to find a solution. We are all equity holders - act like an owner.
• Manage Ambiguity & Complexity: Like pioneers crossing the great plains, we must thrive in a VUCA (Volatile, Uncertain, Complex, and Ambiguous) world. We utilize frameworks and curiosity to break down complex business problems into clear, actionable insights.
• Embracing a Continuous Improvement Mindset: Continuously push the envelope. "What is 'done'?" It is the enemy. We are OBSESSED with pushing the envelope. Status Quo? Don’t know her. Our competitors always get a say so even when we are operating at the top of our game, there is a need to continue to push the envelope and improve on the margins to stay on top.
• Consistently acting with speed & accuracy: Operate with a bias for action, purpose, and intention. Time is our enemy. 

Salary Range ($177K - $217k)

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience.  In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), equity, and eligibility for a discretionary company-wide bonus. 

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