Senior Value Consultant

Confluent; Providence (RI); Remote; USD 190,000 - 224,000; Full time

Job summary

An innovative firm is seeking a Senior Value Consultant to drive customer engagement and identify business value within strategic accounts. This role involves crafting compelling value propositions and leading negotiations to maximize bookings and revenue. With a focus on data-driven decision-making, you will collaborate with various teams to ensure that deal structures align with customer needs. If you have a passion for data and a proven track record in business value consulting, this is an exciting opportunity to make a significant impact in the data streaming industry.

Qualifications

• 7+ years of experience in Business Value Consulting or related roles.
• Strong financial analysis skills including ROI and TCO modeling.
• Excellent communication skills across roles and levels.

Responsibilities

• Engage with customers to identify and communicate business value.
• Lead negotiations on agreements and support sales teams.
• Craft compelling value propositions and conduct deep-dive discoveries.

Skills

Business Value Consulting

Financial Analysis

Negotiation Skills

Project Management

Communication Skills

Data-Driven Decision Making

Job description

With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role :

As the Senior Value Consultant, you will partner with Confluent’s Field Sales organization including Regional Sales Directors (RSDs), Account Executives (AEs), the Customer Success Group (CSG), and Confluent Partners. You will engage with prospects and customers to drive discovery within strategic accounts early in the sales cycle, helping identify new land and expansion opportunities. Your role involves communicating the business value Confluent can deliver, composing deal structures and proposals, and managing customer negotiations to drive deal velocity, maximize bookings, revenue, and customer value.

You will gain a solid understanding of Confluent’s portfolio and value propositions, working closely with teams such as Sales Operations, Product, Finance, and Legal to ensure deal structures match customer needs. Additionally, you will provide feedback on customer requirements, buying patterns, and competitive intelligence to help evolve pricing and deal strategies. The team also facilitates enablement to promote best practices in the field.

What You Will Do :

1. Focus on customer engagements early in the sales cycle of strategic customers, identifying and communicating the business value of our solutions.
2. Conduct deep-dive discoveries with prospects and customers.
3. Craft compelling value propositions.
4. Act as a subject matter expert for deal structuring, including complex pricing strategies, leveraging Confluent’s value selling methodologies.
5. Support sales teams in structuring strategic, complex, and competitive deals, applying best practices.
6. Lead negotiations on agreements.
7. Engage with customer executives and partners to communicate Confluent’s vision and value, including presenting at events and roundtable discussions.
8. Maintain expertise in Confluent’s portfolio and deal constructs across on-premises, cloud, and hybrid environments.

What You Will Bring :

• 7+ years of experience in Business Value Consulting, Value Engineering, Deal Strategy, Sales, Finance, or related roles.
• Financial analysis skills, including ROI and TCO modeling to justify business cases.
• Expertise in driving organizational effectiveness and efficiency.
• Understanding of various software selling models such as SaaS, perpetual, on-demand, and consumption-based.
• Interest in Data, Enterprise Architecture, Infrastructure, and an aptitude to learn about Data in Motion and Confluent’s portfolio.
• Awareness of the Data industry and SaaS/Cloud trends.
• Proven ability to improve deal velocity and manage risk.
• Passion for data-driven decision making.
• Strong negotiation skills and abstract thinking.
• Project management experience.
• Experience working remotely with sales and partner teams.
• Excellent communication skills across roles and levels.
• Experience with cloud deployment options, including public, hybrid, and on-premises.

Come As You Are

At Confluent, equality and diversity are core values. We are committed to building an inclusive team that reflects a variety of backgrounds and perspectives. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected class.

We offer competitive pay and benefits, with factors such as work history, education, experience, and location considered in compensation. The estimated salary range for this position is $190,000 - $223,250, plus a competitive equity package. Benefits details can be found HERE. To learn more about our privacy practices, review our Candidate Privacy Notice.