Sr. Director, Business Value Services

About the role...

Business Value Services is a strategic team that is geographically aligned within the HashiCorp Sales Revenue organization and supports opportunity pursuits within our top accounts and vertical industries.  We interact with customers to determine budgeting process, accounting policies, and customers operational, technical and financial constraints. We understand the how and help establish the why.

This leadership position will assist in the development of business cases that communicate value realization for internal stakeholders within our customers and prospects.   Candidates will need to demonstrate proficiency in communicating with business, operational and technology audiences.  The candidate will strive to innovate work deliverables and to bring new business insights to the table

In this role you can expect to...

• You will help design and build a consistent and defined programmatic approach to help the Sales organization develop and close larger more Strategic Deals, while overseeing tooling and resourcing to create self-service outcomes analysis tooling for the remaining vast majority of opportunities.   
• Role Part 1-~70% of Time:  Strategic Pursuit Engagement on Largest Opportunities
• Engage programmatically with Regional Sales Leadership to qualify/select the largest opportunities, and build a plan to engage on each of those to help create the proper internal and customer collateral to drive deal acceleration and increased transaction size. 
• Drive consistent and repeatable processes to financially support decisions for our largest opportunities.  
• Drive the Strategic Pursuits cadence process with things like Big Deal Reviews 2x quarterly with regional leaders to ensure we are making appropriate progress against those, and that we have the proper customer focused financial outcomes documented as a part of the proposal and selling document(s). 
• Clearly articulate value measurements i.e. return on investment, total cost of ownership, customer-centric business metrics, etc. 
• Be the voice of the field sales to corporate to continually improve and ensure successful focus on technologies, content, and enablement around the things that drive the most valuable customer outcomes.
• Represent HashiCorp  in senior customer facing roles, i.e. executive sponsor, business strategist, negotiator
• Ensure we are going back and “Validating the Value” associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral.  
• Role Part 2-~30% of Time:  Self Service BVA Tool/System Design and Support 
• Leverage/expand existing BVA (business value assessment) tool to provide a self-service mechanism for sales teams to use for the opportunities not deemed appropriate for “Strategic Pursuits”  (aka as 95% of opportunities)
• Consistently review tool/process use, practicality, credibility, and value to both sales teams and customers.
• Lead the team that will help provide ongoing support of the system/process put in place for this, as well as a Go-To lead for Sales teams who need help or have questions.
• Work with Sales Enablement to build out proper training content to ensure maximum usage and value.  
• Ensure we are going back and “Validating the Value” associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral.  

You may be a good fit for our team if you have...

• 10+ years of consultative sales experience into Global and  Enterprise accounts
• 3+ years selling SaaS
• MBA or equivalent education (not required but suggested)
• Demonstrated coaching and mentoring experience
• Excellent content creation and presentation skills
• Proven collaboration capabilities 
• Well organized and analytical skills
• Experience within a small Entrepreneurial culture AND in a large matrix organization
• Management experience