Business Value Analyst

About the Role

This is an exciting opportunity to join Airship’s Business Value Services (BVS) organization, a growing team representing a blend of frontline commercial execution and long-term strategic thinking. This role will provide pre-sale support across the Americas to help prospective customers understand the economic benefit of their investment in Airship’s solutions. Primary duties include, but are not limited to, prospect research, creating compelling data-backed business cases, ROI projections using our proprietary in-house forecast tools, and Business Value Presentations. 

BVS is closely aligned with our global go to market strategy, directly supporting sales pursuits within our top verticals and accounts. This role’s primary focus will be to support customer engagements from initial discovery to value proposals and through Quarterly Business Reviews (QBRs) for select existing customers. This involves creating slide decks, value forecasting, and helping articulate the business impacts of Airship’s solutions. Drawing on your analytical and communication skills, you will work closely with Airship’s Account Executives and Growth Managers to ensure the seamless delivery of meaningful, data-driven value forecasts that help drive positive decision-making and customer success. 

We are looking for a highly passionate, driven and inquisitive individual who can effectively communicate how our solutions help our prospective customers transform their businesses and support their long-term strategic objectives.

What You'll Do

• Quickly become familiar with prospects’ industries and business models
• Understand and articulate Airship’s value proposition across industries
• Capture relevant insights and data from prospective customers to assess needs and problems
• Translate recommendations into quantified value potentials
• Deliver assessments & presentations to enable our target accounts to make decisions and take action
• Sales Partnership: Work closely with Airship’s sales team and other functions to help define account strategies and prioritize sales initiatives, based on value potential and opportunity size
• Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities

What We're Looking For

• 1-2 years of professional experience, ideally in consultative or strategic customer-facing roles
• Results-oriented, strategic thinker that enjoys helping prospects "cross the chasm" from current state to future state
• Strong analytical skills, including the ability to derive actionable insights from forecast models and clearly communicate complex ideas to prospect teams, while handling questions and objections
• Comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
• Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, and other key partners
• Experience experimenting with AI tools in your personal or professional life - or an eagerness to learn!

We'd Be Delighted If You Also Have

• Spanish language fluency
• Experience with quantitative modeling
• Familiarity with technology and/or enterprise software
• Experience in B2C, Retail, Travel, or Media 
• Experience in account strategy support, as well as development and execution of value hypotheses, business cases, and commercial proposals

Work Location & Travel Requirements

Airship’s ‘Digital First’ approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.

Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely. 

This position is fully remote and may require up to 10% travel based on business needs or as requested by your manager.

Compensation

The starting base pay range for this position is: $56,000-$66,500 USD per year. Base pay is part of the total compensation package and is determined by a variety of factors such as relevant skills, work experience, business priorities, market demands, and location. This role is eligible for a sales incentive plan. On-target earnings (OTE) are approximately $80,000-$95,000 USD annually, consisting of base compensation plus variable incentive pay based on performanceThis role offers stock options, providing a direct opportunity to share in Airship’s success.

Benefits & Perks

• Competitive medical, dental, and vision insurance options for you and your dependents
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off 
• Support for your overall wellbeing with mental health and wellness resources
• Employer-subsidized life insurance as well as short-term and long-term disability
• A digital-first work environment and a monthly stipend to support remote work
• And more!

California residents can view the CCPA disclosure notice here.

**Please Note: To ensure the security of your personal information, Airship will only contact candidates through email addresses ending with “@airship.com”.