Senior Value Consultant

As a Senior Value Consultant at Aurora Solar, you will partner closely with current and potential clients to develop business cases that demonstrate increased customer value by adopting various Aurora products and solutions. You will work with Aurora’s account executives to analyze a client’s business model in great detail and identify cost reduction and/or business expansion opportunities by developing value cases and return on investment models derived from a value-based methodology. You will also team closely with our sales engineers to establish which Aurora solutions can unlock these value propositions. Ultimately, you will be accountable for accelerating sales cycles for large & strategic deals by generating and demonstrating value to our clients.

What You’ll Do

• Build return on investment models, pricing options, and value-based presentations for Aurora’s clients
• Partner closely with Aurora’s account executives during the early stages of a sales cycle to understand specific clients’ business, sales, operations, and other software-dependent processes and cost stacks
• Manage customer accounts to develop a value generation journey, which includes both a clear articulation of Aurora’s business case and a return on investment model
• Identify where opportunities in business expansion and/or cost reduction for our strategic clients exist with Aurora software and potential integrations
• Pair with Aurora’s sales engineers to generate presentable workflows and solutions for the client that address identified value-creation strategies
• Establish feedback loops across Aurora’s go-to-market teams that enable us to continually iterate and improve on our value messaging

   

What We Value

• Experience in management consulting or value-based, consultative sales methodologies
• Ability to create both custom business cases and repeatable return on investment models from in-depth analysis of business models and software value
• Track record of generating creative approaches to address unique business situations and requirements
• Experience in “influencing from behind”; use data and thoughtful communication to persuade decision-makers
• Basic understanding of SaaS and cloud-based software platforms
• Excellent communication skills, written and verbal