Summary
The Director of Value Management is a key enabler to rapid and continued growth throughout our Sales teams. This role is a leading problem solver with a comprehensive understanding of aligning business outcomes to quantifiable financial and operational metrics. You are a skilled communicator experienced at selling and negotiating large, complex enterprise deals. The Director of Value Management will directly and indirectly impact achievement of overall revenue targets by engaging a wide range of internal and external audiences from operational leaders to C-level / senior executives to create iron-clad business cases and build strategic roadmaps to expanded value. Internally, you lead cross-functional teams in high-profile strategic initiatives focused on driving broadly executable value principles throughout the customer lifecycle.
The ideal candidate for this specific opening will understand market dynamics of the financial services industry, changing landscape, and business needs of banking, insurance, and investment sectors.
What You’ll Do
- Lead and coordinate strategy for multi-faceted Value Assessments, including execution of customer interviews, workshops, and alignment to strategic outcomes with executives
- Provide thought leadership to C-level leaders of complex organizations around aligning strategic business initiatives to tangible metrics and outcomes that Workiva can drive for them
- Drive production, coordination, and delivery of compelling and personalized executive level presentations with financial business cases to support customer buying decision
- Lead, help develop and coordinate key strategic initiatives organizationally such as Value strategy and messaging for our Partners community, customer value realization, growth of wallet-share, value realization and scalability of Value Management principles across the Workiva organization and our Partners
- Partner with executive sales and Customer Success leadership to drive strategy around value positioning and broad adoption of value management principles across geographies, industries, and customer teams
- Lead, mentor and help train incoming and existing Value Management team members to drive operational excellence and scalability of the program
- Lead both continuous improvement and net new initiatives related to customer value, business case development, value realization, build vs buy modeling, and case studies
- Advise on or lead the evolution, and successful roll-out of repeatable tools, templates, business case models, and other assets for the Value Management team and other teams engaged in the customer lifecyclePartner with Commercial Desk to create in-deal and forward-looking strategies around pricing considerations for complex accounts
- Ensure appropriate handoff of customer desired outcomes, current state, and measures of success to Client Services and Customer Success teams upon deal completion, as well as broad consistency across business segments and territories
- Perform trend analysis and create/enable strategies for organizational consistency around the capture and validation of value drivers (metrics)
What You'll Need
Minimum Qualifications
- Typically requires a Bachelor’s degree with 10 years related experience working in financial services, consulting for financial services companies, or supporting salespeople selling to financial services customers, or Master's degree with 8 years related experience, or PhD with 6 years related experience
Preferred Qualifications
- An understanding of financial services regulatory reporting is a plus
- Skills in analysis, storytelling, executive presentation, demonstration, requirements mapping and collaboration with varying levels of an organization
- Extensive experience in financial business case modeling, including complex modeling as sometimes required for large cash-flow sensitive investments on a global scale
- Proven leader who has driven results on an individual and team basis, delivers executive presence and strong business acumen
- Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
- Thought leadership in developing scalable pursuit strategies, value roadmaps, and customer expansion strategy, and communicating them to senior internal stakeholders
- The ability, and desire, to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
- Experience crafting the vision and quantifying value impact for enterprise customers
- Prior experience managing the implementation of strategic change around value management principles
- Proven success in conducting senior level engagements within complex organizations
- Experience mentoring internal stakeholders, both on the Value Management team and otherwise, on the principles of Value Management (Engineering) in order to drive scalability and consistency of these principles
- Strategic commercial structure, Go-to-market strategy, or Business Transformation a plus
Travel Requirement
- Up to 40%
Working Conditions & Physical Requirements
- Reliable internet access for any period of time working remotely, not in a Workiva office
Where You’ll Work
Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.
- Customer Success: Always delight our customers.
- Trust: Rely on each other.
- Integrity: Do the right thing, every time.
- Collaboration: Share resources and work together.
- Innovation: Keep creating solutions and finding better ways.
- Inclusion: Support a diverse community where we all belong.
- Accountability: Be responsible for your success and failure.
We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.
