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 Customer Outcomes (Value Consulting)  approach and motions 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 Senior Director, Customer Outcomes. This is a remote eligible position and you may work remotely from anywhere in the US where Smartsheet is registered.

 

You Will: 

Be a trusted advisor to your customers by understanding their business and advising on the transformative potential of Smartsheet’s platform by designing and leading strategic consultations that aligns with customer business goals with Smartsheet capabilities. Develop and evolve strategic and long term Value Consulting offerings to increase sales productivity and improve deal velocity Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CTO) Lead workshops, documenting customer needs, and crafting customized digital transformation roadmaps to showcase the value proposition of Smartsheet. Support client relationship mapping with the account team, orchestrating an account strategy across the core account team (Account Executive, Services Sales, Solutions Engineering, Marketing, and Customer Success, etc.) Consistently coordinate and execute on relationship mapping strategy throughout the year with the account team Conduct customer executive / quarterly business reviews with account teams and customer in alignment with the overall account strategy 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

 

You Have: 

8+ years of management experience in a management consulting firm and/or 6+ years of software company with a focus on value consulting/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