. Your leadership and expertise will be pivotal in maximizing the impact of our PaaS software solutions for both existing and potential clients. You will also, working with your management team, develop the processes and procedures for building a high-impact small elite team for Appian.
Leadership and Team Development: Lead the high-performing Value Engineering team, providing guidance, mentorship, and support to ensure the team's success. Foster a culture of customer-centricity and collaboration, driving results and expanding key accounts.
Customer Engagement and Existing Projects Evaluation: Collaborate with sales teams, customer success, and partners to engage with prospects and customers. Conduct in-depth discovery sessions to understand business challenges and objectives. Evaluate the ongoing value and impact of our PaaS software solutions for existing customers, ensuring their continued success.
Value Quantification and Methodology: Quantify the financial and strategic value that our PaaS software solutions bring to customers. Develop a structured and repeatable methodology for assessing and communicating the economic impact of our solutions. Focus on both prospective and existing customers, addressing top and bottom-line benefits, as well as risk and regulatory effectiveness.
Benefit Analysis: Collaborate with the Value Engineering team to create detailed ROI analyses, TCO calculations, and mission-specific models. Highlight the benefits of our solutions to prospective customers and assess post-implementation benefits aligned with core industry contexts.
Customized Presentations: Develop and deliver compelling presentations and proposals that communicate the value proposition of our PaaS software solutions. Tailor presentations to address specific customer requirements and industry trends.
Self-Service Tools Development: Create user-friendly tools that enable sales teams and customers to independently quantify and communicate the value of our solutions. Promote customer self-service by leveraging Appian's ProcessHQ capabilities.
Industry-Specific Value Library: Establish and maintain a library of industry-specific data showcasing the value delivered by solving common business problems using our PaaS software solutions. Utilize this data to provide value engineering starting points and track historical trends of value delivered.
Sales Enablement: Work closely with sales teams to provide them with the necessary tools, training, and resources to effectively articulate the value proposition to clients. Collaborate on strategic deals to ensure alignment and optimal value communication.
Continuous Improvement: Monitor and analyze the effectiveness of value engineering strategies, tools, self-service resources, and industry value data. Gather feedback to iterate and refine approaches for enhanced value communication and deal closure.
Market Insights: Stay current with industry trends, competitive landscape, and emerging technologies to ensure our value propositions remain relevant and impactful_._
Bachelor's degree in Business, Marketing, Computer Science, or related field; MBA preferred.
Proven experience in value engineering, or a related role within a PaaS or SaaS software or technology organization
Strong leadership and team management skills, with the ability to inspire and drive results in a collaborative environment
Exceptional analytical and problem-solving skills, with the ability to translate technical features into customer-centric value propositions
Excellent communication and presentation skills, with the ability to engage with both technical and non-technical audiences
Proficiency in financial modeling and ROI analysis
Familiarity with software-as-a-service (SaaS) and platform-as-a-service (PaaS) concepts
Experience working with cross-functional teams and collaborating effectively in a fast-paced environment
High level of business acumen and a customer-centric mindset.
Willingness to travel as needed to support customer engagements