The Business Value Consultant is a critical member of Abnormal’s sales organization. This individual will serve as the financial and business value subject matter expert, on cross-functional sales teams engaged with our Fortune 500 customers, and is responsible for delivering a structured analysis of business outcomes focused on cybersecurity and transformational investment opportunities.
Your Impact
- Personally participate and lead cross-functional teams with our most important customers and senior Abnormal experts from sales, pre-sales, and product; working to shape and drive large cybersecurity with supporting business cases including Value Assessments, TCO / ROI and Value Realization
- Facilitate customer discovery sessions to identify and prioritize business value drivers and supporting metrics
- Develop strong relationships with field sales and pre-sales leaders, co-developing priorities and execution strategies
- Enable the field in value selling and self-service value assessments by leveraging a common framework with supporting tools and methods
- Provide coaching to team members and contribute to team thought leadership by using your knowledge, consulting skills, experience, and analytical capabilities to help develop best practices and drive revenue growth
- Contribute to program evolution and scale with innovation and thought leadership
Qualifications
- Significant experience (5-10+ years) in a Customer Facing, Cybersecurity, role working with the largest, most strategic customers; this may be a mixture of Sales and Management Consulting experience.
- Extensive field experience working in value-based sales, pre-sales, or consulting with a proven track record of success
- Experience with Value based Sales Methodologies and / or qualification frameworks; e.g. MEDDIC, Force Management
- Experience leading a consultative discovery process and developing a convincing executive quality business case case
- Knowledge of business and technology related challenges and solutions including email security and cybersecurity
- Deep financial modeling, benchmarking, and quantitative skills and experience developing and defending subscription based SaaS purchases
- Demonstrated ability to learn quickly and participate on projects with varied industry and business imperatives
- Proven ability to build consensus and lead in a virtual/remote team environment
- Exceptional business problem solving aptitude combined with strong interpersonal skills
- Outstanding oral and written presentation communication skills, you will frequently be presenting to C-Level audiences
- Knowledge of public cloud operational technology, processes, and cybersecurity standards preferred
Preferred Qualifications
- MBA from a top-rated business school and an undergraduate degree in a quantitative field preferred
- Experience with a premier consulting firm focused on strategy, technology or security consulting preferred
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