Senior Business Value Consultant

About the role

You will partner with enterprise sales teams and key customers to articulate the strategic value of JFrog solutions, with a specific focus on driving conversations around business outcomes and measurable ROI. In this role, you will own the development and delivery of compelling business cases that translate intricate technology and platform capabilities into clear, tangible financial and operational benefits for the customer. You will enable both enterprise and midmarket sales organizations by evangelizing and scaling business value engineering tools, processes, and playbooks to standardize and grow this critical function. You will work in close collaboration with product and marketing stakeholders to ensure that the value narrative remains aligned with evolving market needs and competitive pressures. A core part of your mission will involve conducting primary and secondary market research to maintain a sharp awareness of industry trends, customer priorities, and competitive differentiators. You will analyze and contrast the value proposition of Self Hosted versus SaaS deployments, focusing on dimensions such as uptime productivity, Total Cost of Ownership (TCO), and long-term business value. Ultimately, you will serve as a trusted advisor who helps customers see, quantify, and prioritize the strategic impact of liquid software across their organization.

Key facts

What you'll do

You will spearhead the creation of dynamic, data-driven business cases that quantify ROI, NPV, and payback periods for JFrog platform initiatives. You will translate complex technical architectures and cloud economics into straightforward narratives that resonate with executive sponsors and financial decision-makers. You will leverage advanced financial modeling and spreadsheet-based analysis to build robust ROI and TCO frameworks, even when faced with incomplete or sparse customer data. You will conduct structured discovery sessions, asking incisive questions to uncover latent pain points, strategic priorities, and quantifiable value levers without overwhelming the customer. You will facilitate high-impact technical and business workshops, guiding multi-stakeholder conversations and aligning diverse perspectives on value. You will analyze and benchmark Self Hosted and SaaS deployment models, assessing differences in uptime productivity, operational overhead, and overall business value. You will own the development and maintenance of value engineering playbooks, methodologies, and toolkits to ensure consistency across the sales organization. You will enable and coach sales teams on how to apply these value engineering practices effectively to accelerate pipeline velocity and improve deal quality. You will synthesize competitive intelligence and market trends, feeding insights back into product positioning and messaging for maximum relevance. You will act as a bridge between customer expectations and internal product strategy, ensuring value propositions remain market-driven and compelling.

Requirements

You hold a Bachelor's degree as a mandatory qualification, with an MBA being a preferred credential. You bring a minimum of five years of cumulative experience in business value analysis, management consulting, value engineering, or pre-sales and solution engineering roles. You have demonstrated experience operating within a technology-focused SaaS sales environment, ideally centered on cloud economics, DevOps, cybersecurity, or software supply chain solutions. You possess strong financial modeling capabilities, with proven skill in building spreadsheet-based data analyses, ROI calculations, and TCO assessments under conditions where clean customer data is often limited. You exhibit exceptional discovery skills, mastering the art of questioning to uncover pain, priorities, and value levers while maintaining a consultative and respectful tone. You communicate with clarity and persuasion across diverse audiences, able to convert dense analysis into a compelling narrative for a CFO and to facilitate technical workshops with equal confidence. You have experience engaging enterprise or strategic accounts within complex, multi-stakeholder sales cycles that demand nuanced navigation and influence. You are comfortable operating in a hybrid work model that includes three days in the London office at HYLO, 103-105 Bunhill Row, London EC1Y 8LZ, supported by two days of remote work.

Nice to have

The source material does not specify any preferred or nice-to-have qualifications beyond the stated requirements.

Practical notes

The engagement is defined as hybrid, requiring three days of presence in the London office at HYLO, 103-105 Bunhill Row, London EC1Y 8LZ, with two days of remote work. No specific working hours, visa sponsorship details, travel expectations, or application deadlines are provided in the source document.