Director, Business Value Services
United States (Remote)
HashiCorp is a fast-growing startup that solves development, operations, and security challenges in infrastructure so organizations can focus on business-critical tasks. We build tools to ease these decisions by presenting solutions that span the gaps. Our tools manage both physical machines and virtual machines, Windows, and Linux, SaaS and IaaS, etc.
The Customer Value Management team works as a trusted advisor to HashiCorp worldwide Sales and Global 2000 customers. A Director of Customer Value Services (CVS) is responsible for delivering prioritized business outcomes to C-Level corporate buying groups and executive decision makers. This involves gaining diagnostic agreement with CXO stakeholders to discover, define, measure and communicate actual and projected quantified business value throughout all phases of the customers buying journey – land, expand and retain. Our mission is to delight our customers and drive enterprise-wide adoption of the HashiCorp Cloud Operating Model.
What We're Looking For
We are looking for a skilled, seasoned professional with 10+ years of experience in business value supporting global sales teams and customers. Analytic and Financial acumen are required. Candidates will demonstrate initiative, responsiveness, strong attention to detail, and superior oral, presentation, and writing skills. The position requires the ability to work effectively across functions throughout a global organization and with channel partners, including managing internal and external executive-level relationships (CEO, CRO, CFO, etc.).
Work cross-functionally in the organization to maintain alignment on customer value messaging and roles and responsibilities of the CVS team.
Partner with Global Account Executives, delivering target revenue measured in ACV, TCV and ARR metrics.
Establish framework for a scalable process of discovery with customers and constructing tailored, high impact business outcome deliverables for executive audiences.
Engage with HashiCorp and Customer, Director, VP and C-level executives.
Design, plan and orchestrate C-Level customer engagements to deliver outstanding customer business outcomes that also benefit HashiCorp with shorter sales cycles, customer renewals and larger more profitable business.
Co-develop the HashiCorp business case with customers to establish credibility and compare solutions with existing and competitive alternatives.
Work with sales and customers to determine budgeting process, accounting policies, and financial constraints.
Support Account Executives and Sales Leadership in the development of strategic account plans using MEDDPICC and BANT and other B2B sales methodologies.
Manage CVS account and opportunity pipeline including all phases of the sales process through revenue and bookings to support business management in forecasting.
Upskill HashiCorp Account Executives in customer value processes and deliverables.
Improve sales productivity with the application of Customer Value Management support.
Bachelor’s degree required. Master’s degree a plus.
10+ years of experience in value selling in B2B sales.
Training sales teams on discovery process, value selling, and using financial selling tools.
Understanding of the technical, financial, and operational challenges of customers adopting new technology to transform current business processes.
Background in Infrastructure as Code desirable.
Superior communication skills in translating technology benefits into non-technical value statements to support the creation and delivery of compelling business proposals to customer executives.
Experience supporting and structuring Enterprise License Agreements including tailoring to client needs, revenue recognition policies, and compliance.
Desire to thrive in a fast-paced, dynamic environment with competing priorities.
Invest 25-50% of available professional time directly engaged in supporting sales opportunities, either remote or in-person.
Ability to operate in a global environment with experience managing cultural differences.
HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be. #LI-RU1