Principal Value Strategist

Summary

Join Smartsheet as a Principal Value Strategist and lead the development and adoption of a company-wide customer adoption approach. You will collaborate across functions to evolve Smartsheet's GTM capabilities and evangelize the Customer Outcomes approach. Responsibilities include advising customers, developing value consulting offerings, building C-suite relationships, leading workshops, and supporting client relationship mapping. This remote-eligible position requires significant experience in management consulting or software, program management, and financial analysis. Smartsheet offers a competitive salary, benefits including health insurance, retirement plan, paid time off, and professional development opportunities.

Requirements

• 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

Responsibilities

• 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

Benefits

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• Stock - Restricted Stock Units (RSUs) for eligible roles
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Incidental Sick Leave
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)