Business Value Services Director

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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.
• 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 support decisions for our largest opportunities.
• Drive the Strategic Pursuits cadence process with Big Deal Reviews 2x quarterly with regional leaders to ensure progress and proper financial outcomes documented.
• Drive strategic deal thinking, best practice sharing and team collaboration.
• Work with Sales Enablement to develop training content for maximum value.
• Ensure the value of outcomes is validated and customers are willing to be references and included in value-oriented collateral.

Preferred Education

Bachelor's Degree

Required Technical and Professional Expertise

Preferred Technical and Professional Experience

Seniority level

Employment type

Job function

Industries

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