Senior Value Advisor

JFrog; London; On-site; GBP 80,000 - 120,000; Full time

Job summary

JFrog seeks a dynamic Senior Value Advisor to join their Sales Organization in London. This role involves championing value selling, collaborating with enterprise sales teams, and driving customer engagement to demonstrate business value. The ideal candidate should possess strong analytical skills and at least 8 years of consulting experience, with a focus on SaaS and technology sales.

Qualifications

• 8 years of experience in business consulting or value consulting/engineering.
• Strong understanding of ROI, NPV, and Payback metrics calculations.
• Experience in SaaS sales environment preferred.

Responsibilities

• Champion value selling, driving value assessments with strategic accounts.
• Collaborate with sales teams to define commercial strategy.
• Build and deliver compelling Investment Justifications for customers.

Skills

Analytical skills

Problem-solving skills

Customer-facing skills

Influencing capabilities

Education

Bachelor's degree in Business, Finance or related field

MBA

Job description

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At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. If you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of a critical mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?

We seek a dynamic, analytical, and customer-focused Senior Value Advisor to join our Sales Organization.

• Champion value selling, driving value assessments with key strategic accounts
• Participate on the account team as a strategic partner, advising and influencing account strategy, deal planning and success plans.
• Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation.
• Work closely with deal strategy and Deal desk to ensure optimum commercial deals.

As a Value Advisor in JFrog, you will...

• Work with Enterprise sales teams to define the commercial strategy; prioritise sales initiatives based on pain points, value creation potential, and customers’ priorities.
• Build and deliver compelling Investment Justifications to secure Customers’ funding for the JFrog Platform.
• Work closely with account teams and customers to identify and analyse key business value drivers.
• Lead, build, and deliver compelling business cases that translate complex technology solutions into tangible business benefits.
• Drive customer engagement through effective communication and presentation of business value propositions.
• Collaborate with product and marketing teams to ensure that value propositions align with market needs.
• Conduct market research to stay abreast of industry trends and competitive insights.
• Create tools and templates for sales and other stakeholders to identify product value.
• Continuously innovate and iterate on JFrog’s value framework including specific value drivers, tools, methodologies, and deliverables.
• Analyse the value and differentiate between self-hosted and SaaS solutions using uptime productivity, TCO, and Business Value.
• Future work will include designing post-ROI measurement techniques for customers' actual benefit realization.
• Enable, reinforce, and coach go-to-market teams to operate with a value-driven sales mindset

To be a Senior Value Advisor in JFrog, you need...

• Bachelor's degree in Business, Finance, or related field; MBA is preferred.
• A minimum of 8 years of experience in a business consulting or value consulting/engineering role.
  Excellent customer-facing skills with a knack for credibility, trust, and influence with senior executives and business leaders within target accounts.
• German communication and presentation skill is preferred
• Strong ability to build, quantify insights and communicate recommendations to CxOs
• Strong analytical & problem-solving skills are critical.
• Strong influencing capabilities; must be a self-starter, high-energy
• Proven experience in a technology-focused SaaS sales environment, preferably with DevOps, cybersecurity, or software supply chain solutions.
• Demonstrated ability to build and deliver persuasive business cases.
• Strong understanding of ROI, NPV, and Payback metrics calculations and business value selling methodologies.