The VP, Value & Solutions Architects leads a team to drive technical sales and develop a new Value Engineering function, focusing on articulating business value for enterprise clients.
The Opportunity
Perks of DISCO
We are seeking a highly experienced and strategic VP, Value & Solutions Consulting. This pivotal role will be instrumental in bridging the gap between our cutting-edge technology and our customer’s strategic outcomes. In this role, you will lead and empower a team of Solutions Architects, driving our ability to articulate and demonstrate the immense value our platform delivers to our diverse customer base, including law firms and corporations. Additionally, you will be responsible for building and scaling a new Value Engineering function, focused on quantifying and demonstrating the tangible business value our solutions deliver. This role reports directly to the Chief Sales Officer.
What You'll Do- Lead and mentor a high-performing team of Solutions Architects, fostering technical expertise, communication skills, and a customer-centric approach.
- Define and optimize the Solutions Architecture engagement model within the sales process, ensuring seamless collaboration with Sales, Product, and Engineering teams.
- Elevate the technical sales process by providing deep product expertise, conducting compelling demonstrations, and addressing complex technical inquiries from prospective customers.
- Drive the development of technical best practices, solution blueprints, and proof-of-concept frameworks.
- Act as a key technical advisor to strategic accounts, understanding their unique challenges and architecting solutions that drive significant business impact.
- Collaborate closely with Product Management and Engineering to provide market feedback, influence the product roadmap, and ensure the Solutions Architecture team remains well-versed in new features and functionalities.
- Design, build, and scale a new Value Engineering function from the ground up, establishing methodologies, tools, and processes to quantify and articulate the business value of our solutions.
- Partner with Sales, Marketing & Customer Success to develop compelling value propositions, business cases, and ROI models that resonate with C-level executives and key stakeholders.
- Conduct in-depth discovery sessions with prospects and customers to understand their business challenges, quantify the impact, and model the financial benefits of our solutions.
- Develop and deliver executive-level presentations that clearly communicate the economic and strategic value of our platform.
- Continuously refine value frameworks and tools based on market feedback and business results.
- Contribute to overall sales strategy as a key member of the Chief Sales Officer's leadership team.
- Drive cross-functional collaboration to ensure alignment across Sales, Customer Success, Solutions Architecture, Value Engineering, Product, and Engineering teams.
- Recruit, retain, and develop top talent within both the Solutions Architecture and Value Engineering functions.
- Stay abreast of industry trends, competitive landscapes, and emerging technologies to inform strategic decisions.
- 6–-10+ years of experience in customer-facing roles within enterprise software/SaaS, with at least 4 years in a leadership role overseeing Solutions Architecture, Sales Engineering, or a similar function.
- Proven track record of building and scaling high-performing teams, with a strong emphasis on talent development and performance management.
- Demonstrated experience in Value Engineering or a similar discipline focused on quantifying business value (e.g., management consulting, financial analysis, business consulting).
- Deep technical acumen with the ability to understand complex software solutions and articulate their value to both technical and non-technical audiences.
- Exceptional communication and presentation skills, with the ability to command executive presence and build strong stakeholder relationships.
- Strong business acumen and understanding of various business processes and financial models.
- Analytical mindset with the ability to leverage data to drive insights and inform strategy.
- Ability to thrive in a fast-paced, dynamic environment and adapt to evolving priorities.
- Bachelor's degree in a technical field, Business, or equivalent practical experience
- Experience in the legal tech, eDiscovery, or the enterprise SaaS space is a strong plus, but not required.
Perks of DISCO
- Open, inclusive, and fun environment
- Benefits, including medical, dental and vision insurance, as well as 401(k)
- Competitive salary plus RSUs
- Flexible PTO
- Opportunity to be a part of a company that is revolutionizing the legal industry
- Growth opportunities throughout the company
About DISCO
DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters.
Are you ready to help us fulfill our mission to use technology to strengthen the rule of law? Join us!
We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Top Skills
Artificial Intelligence
Cloud Solutions
SaaS
Software Architecture
Value Engineering
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