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Strategic Business Value Director

2 months ago

San Francisco, California, United States HashiCorp Full time
About HashiCorp

HashiCorp is a fast-growing technology company that specializes in solving complex development, operations, and security challenges in infrastructure. Our mission is to empower organizations to focus on business-critical tasks by providing a consistent way to manage their move to cloud-based IT infrastructures.

Our Products

We build innovative products that enable companies to mix and match cloud services from leading providers such as AWS, Microsoft Azure, Google Cloud, and on-premises environments. Our solutions ease the transition to cloud-based IT infrastructures, allowing organizations to deliver new applications and services more efficiently.

About the Role

The Customer Value team is a strategic group within the HashiCorp Sales Revenue organization. We support opportunity pursuits within our top accounts, helping customers understand and document the business value of our solutions. As a Strategic Business Value Director, you will play a key role in sharing, scaling, and evangelizing the business value of HashiCorp to our field organization.

Your Responsibilities

  • Position and articulate the business value of our solutions to customers and prospects, highlighting how they can address 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 with Regional Sales Leadership to qualify and select high-value opportunities, building a plan to engage with each account to drive deal acceleration and increased transaction size.
  • Drive consistent and repeatable processes to strategically and financially support decisions for our largest opportunities.
  • Collaborate with Sales Enablement to build out training content and ensure maximum usage and value of our solutions.
  • Validate the business value associated with the outcomes we committed and ensure customers are willing to be public references and included in value-oriented collateral.

Requirements

  • 4+ years of formal value consulting/management/advisory experience.
  • 10+ years of combined work experience in IT strategy consulting, management consulting, information technology, and/or value consulting.
  • Comfortable building credibility and relationships with client CIOs and business executives.
  • Passion for thought leadership, financial models, sales enablement, deal structuring, storytelling through slides or sales strategy.
  • High energy, positive attitude, open-minded, and kind.
  • Demonstrated coaching and mentoring experience.
  • Excellent content creation and presentation skills.
  • Proven collaboration capabilities.
  • Well-organized and analytical skills.

HashiCorp Values

We believe in building a diverse and inclusive team that represents a variety of backgrounds, perspectives, and skills. We are committed to creating a workplace where everyone feels valued and empowered to contribute their best work.