As a Principal Value Strategist, you will lead the development and adoption of a company-wide customer adoption approach that drives higher levels of customer success and revenue growth. As a key member of the WWFO team you will collaborate across all critical functions to evolve Smartsheet's GTM capabilities and be an active evangelist of the new Customer Outcomes Journey to both Smartsheet employees and customers. You will enable and evangelize the ability to deliver outcome/value conversations across all stages of the customer lifecycle.
You will report to the Vice President, Customer Outcomes Journey and be based in the Field, US.
You Will:
- Drive Customer Outcome Journey GTM projects by working cross functionally with sales, marketing and customer success with Global 2000 customers
- Develop and evolve strategic and long term Value Management offerings to increase sales productivity and improve deal velocity
- Lead the design, development and implementation of sales tools to support ARR pipeline growth and NDRR
- Identify strategic use cases within the Smartsheet customer base to support large enterprise deals
- Create and execute a consistent value management approach with field sales in our most strategic accounts, including training sessions in self-service tools
- Create and lead Executive level presentations targeted at both internal and C-level customer audiences
- Work closely with our data scientist / business analysts to develop thought leadership
- Use usage patterns to gain insights, provide guidance and increase customer retention
- Work with the Sales and Professional Services teams to share customer insights that inform additional product and service sales opportunities
- Identify and share best practices across geographic regions
- Perform other tasks as assigned
You Have:
- 8+ years of management experience in a management consulting firm and/or
- 6+ years of software company with a focus on value management/engineering or sales transformation
- 3+ years of program management experience
- Bachelor's degree with an emphasis in Finance and/or accounting
- Sales GTM experience working with strategic deals, account teams and/or projects
- Deep financial analysis and modeling skills including the ability to educate non-financial roles in concepts such as ROI, IRR, TCO etc.
- Strong executive presence and written communication skills including the business alignment of customer strategy and digital transformation business cases
- Willing to travel periodically based on customer and business needs
Perks & Benefits:
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
- Stock - Restricted Stock Units (RSUs) for eligible roles
- Lucrative Employee Stock Purchase Program (15% discount)
- 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
- Monthly stipend to support your work and productivity
- Flexible Time Away Program, plus Incidental Sick Leave
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to LinkedIn Learning online courses
- Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location in the U.S. (role specific)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity and some roles may be eligible for a RSU stock grant upon accepted offer. California & New York: $151,200 to $216,000 / All other US States: $140,000 to $200,000
Get to Know Us:
At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us!
Equal Opportunity Employer:
Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Japan, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
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