Head of Value Engineering

About the role

In this pivotal individual contributor position, you will be responsible for building Scribe's value engineering function from the ground up. Your primary focus will be to create a framework that connects the features of Scribe's products to their financial implications, enabling sales and customer success teams to effectively communicate this value during client engagements. Your proficiency in managing complex enterprise sales processes will be essential in transforming financial hesitations into successful contracts.

Key facts

What you'll do

• Design and implement a comprehensive value framework that systematically links product features to quantifiable business results.
• Develop tools such as value calculators, ROI justification templates, and presentation materials tailored for sales and success teams to utilize in live negotiations.
• Work closely with sales and customer success teams to identify, analyze, and quantify the value propositions for customers involved in ongoing deals.
• Clearly articulate the advantages of Scribe's products in terms that resonate with both finance and technical stakeholders, emphasizing ROI, cost reductions, efficiency improvements, and overall business justification.
• Engage directly in high-stakes enterprise negotiations, supporting the sales team in crafting a compelling value narrative that leads to securing multi-million dollar contracts.
• Ensure that value messaging is consistent across various teams, including Product Marketing, Sales Development Representatives, Customer Success Managers, and the broader sales organization.
• Provide training sessions for sales teams on the essential components of value engineering to enhance their effectiveness in client interactions.
• Define and expand the value engineering function at Scribe as the organization grows, ensuring it meets the evolving needs of the business.

Requirements

• A minimum of 8 years of experience in developing or enhancing a value engineering, solutions consulting, or business value department within a B2B SaaS environment.
• Proven ability to convert product features into ROI and business cases that have gained approval from CFOs and other financial decision-makers.
• Experience in handling seven-figure deals, with a solid understanding of the approval processes involving procurement and finance departments.
• A successful history of creating reusable tools, such as calculators and templates, that have been effectively integrated and utilized by other teams.
• Ability to collaborate across various functions, including sales, customer success, product marketing, and sales development representatives, without rigid role limitations.
• Strong analytical skills and a results-oriented mindset, with a focus on delivering measurable outcomes.

Nice to have

• Experience in a startup environment, particularly in scaling value engineering functions.
• Familiarity with advanced analytics tools and methodologies that enhance value proposition development.
• Background in financial services or technology sectors, providing insight into industry-specific challenges and opportunities.
• Strong presentation skills, with the ability to engage and influence diverse audiences.

Skills & tools

• Proficiency in tools for data analysis and visualization, such as Excel, Tableau, or similar software.
• Familiarity with CRM systems, particularly Salesforce, to track and manage customer interactions and value propositions.
• Excellent communication skills, both written and verbal, to effectively convey complex ideas to various stakeholders.
• Strong project management skills, with the ability to prioritize tasks and manage multiple projects simultaneously.

Practical notes

This position is hybrid, requiring you to be present in the San Francisco office three days a week. All full-time employees at Scribe are granted equity options as part of their compensation package. Benefits include comprehensive health, dental, and vision insurance for you and your dependents, flexible paid time off, company holidays, a 401(k) plan, paid parental leave, daily catered lunches at the San Francisco office, commuter benefits, and a stipend for home office setup.

About the company

Scribe https://scribehow. com/ is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to document and scale how work gets done.