Strategic Customer Advisory Principal

4 weeks ago

Dover, Delaware, United States Confluent Full time

About the Role:

We are seeking a highly skilled Principal in our Strategic Customer Advisory (SCA) team to collaborate with Confluent's Field Sales team, including Sales leadership, Regional Sales Directors (RSDs), and Account Executives (AEs). As a key member of the team, you will dive deep into Confluent's offerings and value propositions to ensure you are well-versed to work effectively with Partners, the broader Confluent Customer Success Group (CSG), Operations, and other teams.

Your role in the SCA team goes beyond just working on deals. You will be our ears on the ground, providing valuable feedback from the field about trends, competitive insights, and customer feedback. This information is crucial for continuously refining our pricing, deal structures, and overall value proposition.

Key Responsibilities:

  • Drive customer engagements early in the sales cycle for strategic accounts, aiding in both new and expansion sales by identifying and communicating the business value of solutions
  • Support account planning and perform deep-dive discoveries with prospects and customers to understand their needs
  • Develop and present business value deliverables, including crafting winning proposals that highlight the unique benefits of our solutions
  • Serve as a subject matter expert in deal structuring, complex pricing strategies, and value propositions, employing Confluent value selling methodologies
  • Assist sales teams in structuring strategic, complex, and competitive deals, ensuring adherence to best practices and innovative deal-making
  • Lead front-line negotiations of agreements and manage custom deals that require special attention or fall outside standard processes
  • Engage with customer executives and partners, alongside account and ecosystem executives, to promote Confluent's vision and value proposition, including participation in events and roundtable discussions
  • Continuously update your expertise in Confluent's portfolio, including on-premise, cloud, and hybrid deal constructs, to provide informed advice and support

Requirements:

  • Bachelor's degree with over 7 years of experience in roles such as Business Value Consulting, Value Engineering, Strategic Consulting, Deal Strategy, Sales, Finance, or customer negotiation
  • Proficient in financial analysis and modeling, including ROI and TCO concepts, to support and justify business cases
  • Deep understanding of various software selling models (SaaS, perpetual, on-demand, consumption, etc.) and a strong interest in Data, Enterprise Architecture, and Infrastructure
  • Knowledgeable about the Data and SaaS/Cloud industries, with a keen aptitude for learning about Data in Motion and Confluent's portfolio
  • Demonstrated ability to improve deal velocity while managing risk, with a passion for data-driven decision-making and a thorough understanding of revenue recognition requirements
  • Exceptional contract negotiation skills and the ability to think abstractly, applying complex concepts in varied situations
  • Proven project management skills, capable of leading and completing projects, and experience working with remote Sales and business partner teams
  • Strong communication skills, both oral and written, able to effectively convey information across different teams, roles, and levels
  • Experience working with companies offering public cloud, hybrid cloud, and on-premises deployment options

About Confluent:

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact.

Confluent offers a competitive pay and benefits package, including an annual estimated salary of $172,800 - $207,360, a competitive equity package, and additional commission and/or bonus pay. We also offer a wide range of employee benefits. To learn more, click HERE.

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