Business Value Services Director

Summary

Join HashiCorp's Customer Value team as a strategic consultant, maximizing customer impact on their HashiCorp investments. You will position and articulate the value of HashiCorp solutions to clients, partnering with account teams to address complex business challenges. Responsibilities include consultative engagements, programmatic engagement with sales leadership, driving consistent processes, and fostering strategic deal thinking. You'll also collaborate with Sales Enablement and ensure value validation. This role requires extensive experience in value consulting and IT strategy, strong communication and presentation skills, and a collaborative approach. The position offers a competitive salary and remote work flexibility.

Requirements

• 4+ years of formal value consulting/management/advisory experience
• 10+ years of combined work experience in IT strategy consulting, management consulting, information technology and/or value consulting
• Comfortable building credibility and relationships with client CIOs and business executives
• Excellent content creation and presentation skills
• Proven collaboration capabilities
• Well organized and analytical skills
• Structures ill-defined, vague problems, allowing the team to spend problem solving efforts in a focused way

Responsibilities

• Successfully position and articulate the why, what and how of a value engagement to customer and prospects and convey how this helps them with their evaluation and justification of addressing their infrastructure and security initiatives
• Consultative Engagements: Partner with account teams and customers to frame and address complex business challenges through data-driven insights, focusing on cost optimization, performance enhancement, and revenue gain
• Engage programmatically with Regional Sales Leadership to qualify/select high value opportunities, and build a plan to engage on each of those to help create the proper customer validated collateral to drive deal acceleration and increased transaction size
• Drive consistent and repeatable processes to strategically and financially support decisions for our largest opportunities
• Drive the Strategic Pursuits cadence process with things like Big Deal Reviews 2x quarterly with regional leaders to ensure we are making appropriate progress against those, and that we have the proper customer focused financial outcomes documented as a part of the proposal and selling document(s)
• Drive strategic deal thinking, best practice sharing and extended team collaboration
• Work with Sales Enablement to build out proper training content to ensure maximum usage and value
• Ensure we are going back and “Validating the Value” associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral

Preferred Qualifications

• Passion for one or more of these: thought leadership, financial models, sales enablement, deal structuring, storytelling through slides or sales strategy
• High energy , positive attitude, open minded and kind
• Demonstrated coaching and mentoring experience

Benefits

• The base pay range for this role in the SF Bay Area / NYC area is: $258,700 — $304,400 USD
• The base pay range for this role in Seattle Metro, Denver / Boulder Metro, New York (excluding NYC), Washington D.C., or California (excluding SF Bay Area) is: $237,200 — $279,000 USD
• The base pay range for this role in Colorado (excluding Denver / Boulder Metro) and Washington (excluding Seattle Metro) is: $215,600 — $253,700 USD
• #LI-Remote