Business Value Consultant, Director

Department:

Sales

Location:

Boston, MA

Acquia, is transforming the digital strategies of companies all over the world with our open cloud platform. We are passionate and relentlessly committed to helping our clients create digital experiences that are more relevant, personalized, and built for a fast-changing, always-connected, mobile-first world. Headquartered in the US, we have been named as one of North America’s fastest growing software companies as reported by Deloitte and Inc. Magazine, and have been rated a leader by the analyst community and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future of the web, and we want you to be a part of it.

Acquia is seeking a Business Value Consultant to join our US team – someone to work directly with prospective and existing customers with sales and customer success to identify, prioritize and quantify key business & value drivers (metrics), and develop a good understanding of the customer use cases. You will be expected to be the company expert in creating business cases for the adoption of disruptive technologies. You will be equally confident in front of practitioners and C level executives in our client base.

The ideal candidate has a strong background in presales and/or consulting in SaaS software. The strongest candidates will have domain knowledge in topics such as  content management, digital marketing, e-commerce  and/or business process management. You should be confident illustrating and quantifying your ideas in written, verbal and visual forms.

Summary:

Acquia’s Business Value Consultant collaborates with Acquia’s Sales and Services teams helping Acquia’s customers and prospects plan for and realize value from their Digital investments.  This includes vision setting, business discovery and value realization focusing on Personalization, Omnichannel and ROI and TCO modeling.  

Core Responsibilities:

  • Act as a key conduit between our business development team and our engineers and consultants, both helping sales staff to better position Acquia’s products and services, as well as bringing feedback from customers back into the development of new products and processes.  
  • Maintain and expand Acquia’s framework for achieving business value during sales cycles, including discovery, business case development and executive presentations.
  • Build models for value justification including upside revenue impact, cost savings and risk mitigation.
  • Create and deliver executive level presentations to CxOs
  • Provide thought leadership & coaching to sales to accelerate sales cycles
  • Provide expertise on business value throughout the entire sales cycle (account planning)
  • Develop the practice with hands on experience and then grow the team as the business scales
  • Work with customers post sales to track actual realized value
  • Partner with marketing to develop case studies based on actual results

Job Requirements:

  • Experience leading pre-sales engagements and supporting senior Sales colleagues in achieving and exceeding territory revenue plans
  • Experience running discovery workshops with customers and understanding challenges and business needs.
  • Development of customized presentations, demonstrations and prototypes to prove a solution's business value to C level customers.
  • Experience coordinating client engagements (both pre and post sale).
  • Comfortable managing multiple concurrent opportunities and delivering on time
  • Strong problem-solving skills, intelligence, initiative, and the ability to thrive under pressure
  • Excellent interpersonal and communication skills (detail oriented)
  • Passion for open source and for helping us build a hot and growing start-up
  • A keen interest in learning Acquia’s solutions
  • Experience in consulting strongly preferred
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Acquia is an equal opportunity (EEO) employer. We hire without regard to age, color, disability, gender (including gender identity), marital status, national origin, race, religion, sex, sexual orientation, veteran status, or any other status protected by applicable law.