Snowflake19.05.2026
Senior Value Advisor
Полная занятостьУдалёнка
Обязанности
- 01Drive Account Strategy: Partner with Sales Leadership to architect account plans for high-value prospects, identifying 'big bet' use cases that align Snowflake’s platform to the customer’s CEO-level priorities.
- 02Lead Executive Discovery: Facilitate high-stakes value discovery workshops with CXOs and Business Unit leads to uncover pain points and map them to quantifiable business outcomes.
- 03End-to-End Value Lifecycle: Own the delivery of comprehensive Value Assessments (Pre-sale) and Value Realization Studies (Post-sale) to ensure customers are not just buying software, but achieving measurable ROI.
- 04Master the '3 Whys': Lead the field in answering Why Change? Why Snowflake? Why Now? to build urgency and defend against the 'status quo' or competitors.
- 05Methodology Integration: Operationalize MEDDPICC within the value advisory and sales process to ensure deep qualification and alignment on Value Drivers.
- 06Strengthen Value Motion: Act as a force multiplier by coaching Account Executives and SEs on value-selling methodologies, helping them move from 'feature-function' selling to 'outcome-based' selling.
- 07Tooling & Innovation: Deploy and drive enablement of self-service value assets, ROI calculators, and FinOps frameworks that allow the broader field organization to lead with value independently.
- 08Public Advocacy: Represent Snowflake as a speaker at industry conferences, executive roundtables, and webinars, promoting our unique differentiation in the data cloud market.
- 09Collateral Creation: Author whitepapers, case studies, and internal 'playbooks' that distill complex economic concepts into simple, visually compelling narratives.
Требования
- 01Proven Track Record: 5–8+ years of experience in Value Engineering, Customer Success, Management Consulting (Tier 1 firms preferred), or a strategic 'Value-Added' Sales role.
- 02Executive Presence: Masterful presentation skills with the ability to command a room of C-suite executives and pivot conversations from technical hurdles to business value.
- 03Financial & Analytical Mastery: Deep expertise in financial modeling (NPV, ROI, TCO, and IRR). You should be able to defend complex business cases under scrutiny from a customer’s CFO.
- 04Business Transformation: Strong understanding of enterprise cloud economics and the business impact of modern data architectures (e.g., Data Sharing, AI/ML monetization, and Data Governance).
- 05FinOps Understanding: Knowledge and understanding of Cloud FinOps and consumption-based economic models.
- 06Visual Storytelling: Exceptional ability to translate data into 'boardroom-ready' visual presentations that tell a clear, persuasive story.
- 07Education: Undergraduate degree in Economics, Finance, Engineering, or Business.
- 08Travel: Ability to travel 25%–35% to engage with customers on-site and lead industry-level engagements.
- 09Mindset: A go-getter, naturally curious and collaborative demeanour
Условия
- 01Travel 25%–35% to engage with customers on-site and lead industry-level engagements.
- 02For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com