Business Value Manager

Summary

Join Sprout Social's Sales & Success team as a Business Value Manager and partner with customer success and renewals teams to drive business impact. Lead strategic consulting engagements, shape high-impact business cases, and support deal structuring to drive new sales, account expansion, and renewals. Build a business value framework, conduct value assessments, secure executive buy-in, and serve as a strategic advisor. Support sales cycles with deal engineering and proposal creation. Establish credibility with customer executives and lead high-level business strategy discussions. Rapidly gain a deep understanding of customer industries and business models, identifying critical stakeholders and navigating decision-making processes. Provide thought leadership and consultative partnering with internal teams throughout the sales and post-sales cycle.

Requirements

• 8+ years of experience in consulting, value management, value engineering, or strategic sales
• Excellent consulting skillset, including discovery, analysis, modeling, communication, and project leadership skills
• Experience leading workshops and/or facilitating meetings with multilevel internal and customer audiences
• Experience with business case creation, analysis, quantification, and proposals

Responsibilities

• Build a business value framework, ROI, TCO, and COI calculations, and financial impact modeling to support sales engagements and success teams
• Support field sales training and execute scalable value-selling programs and activities
• Participate on the account team as a strategic partner, informing and influencing account strategy and success plans
• Develop on-site value discovery workshops and client presentations
• Support later stages of sales cycles with deal engineering, proposal build, and negotiation
• Establish credibility with customer executives such as CIOs, CMOs, CFOs, based on experience with IT, marketing, digital transformation, and large opex projects
• Lead and coordinate high-level business strategy discussions with our most strategic accounts
• Rapidly gain a deep understanding of the customer's industry and business model
• Identify critical stakeholders and navigate decision-making processes
• Provide thought leadership, training, and consultative partnering with internal sales and other cross-functional customer-facing teams throughout the sales and post-sales cycle

Preferred Qualifications

• Understanding of SaaS software deal dynamics and ability to think strategically about driving software opportunities forward
• Proven self-starter with the ability to take initiative and demonstrate leadership in projects or tasks
• Strong drive and motivation to assume increasing responsibilities as the role evolves
• Excellent executive presentation and communication skills
• Proven ability to work autonomously and think creatively to solve problems
• Willingness to travel up to 30% to meet with strategic customers
• MBA preferred, but a self-starter mindset is essential for success

Benefits

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting
• Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter