Business Value Analyst

Summary

Join Airship's growing team as a Business Value Services representative, providing pre-sales support across the Americas. You will create compelling business cases, ROI projections, and presentations to help prospects understand and maximize the value of Airship's solutions. This role involves advising buying teams on strategies to increase revenue, operational efficiency, customer retention, and NPS. You will support customer engagements from initial discovery to QBRs, creating presentations and calculating value realization metrics. Close collaboration with sales teams is crucial to deliver data-driven insights and drive customer success. The ideal candidate is a driven, inquisitive individual who can effectively communicate the value of Airship's solutions and help target accounts transform their businesses.

Requirements

• 4+ years of professional experience, ideally in consultative or strategic customer-facing roles
• Results-oriented, strategic thinker that enjoys helping prospects "cross the chasm" from current state to future state
• Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly communicate complex ideas to prospect teams, while handling questions and objections
• Experience with quantitative analysis and modeling
• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
• Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
• Thrive in working collaboratively and cross-functionally, particularly with Sales, Solutions, Engineering, and other key partners
• Experience experimenting with AI tools in your personal or professional life - or an eagerness to learn!

Responsibilities

• Become familiar with a prospect’s industry and business model
• Understand Value Proposition
• Capture relevant insights and data to assess needs and problems
• Translate recommendations into quantifiable value potential
• Deliver assessments & presentations to enable our target accounts to make decisions and take action
• Work closely with internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
• Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
• Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

Preferred Qualifications

• Familiarity with technology and/or enterprise software preferred
• Experience in B2C, Retail, Travel, Media preferred
• Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals preferred

Benefits

• The starting base pay range for this position is: $60,000 - $70,000 USD per year
• Some roles may also be eligible for commission, bonus, or other performance incentives
• Airship believes that employees should have the opportunity to benefit from value-creation, so equity is also offered with this role
• In addition, Airship offers a robust benefits package as part of our Total Rewards approach to compensation
• This position is fully remote and may require up to 10% travel based on business needs or as requested by your manager