Principal Value Consultant

Sprinklr is looking for a Lead Value Consultant to support the design and deployment of our Global Top accounts program and the delivery of customer engagements within our EMEA sales theatre.

Team overview: The Value team is the Center of Excellence for our top accounts program (Bear Hug). Our mission is to empower account teams to build long-term partnerships rooted in value with our top customers, with the goal of driving customer outcomes and account health, retention & growth. We build repeatable outcome-based selling and success best practices on the back of white glove services for our Top accounts, and deploy them at scale to the broader account base.

White glove services include support for strategic account & renewal planning, outside-in executive points of view, strategic partnership visions & roadmaps, business cases, value realization assessments, key executive meetings & workshops, executive proposals & strategic RFP responses.

In this role, you will be responsible for:

• Delivering white glove services to our Top accounts
• Building repeatable outcome-based selling and success best practices
• Deploying these best practices at scale through first line managers, enablement/coaching and self-service

Main responsibilities:

• Delivering white glove services to our top accounts
• Work with our Americas sales leadership to prioritize accounts/deals to support.
• Partner with account teams on customer engagements for the prioritized accounts/deals.
• Define a clear plan for driving account health, retention & growth in the near and longer terms.
• Build and present a customer-first, value-based, point of view aimed to inspire the C-suite to transform the front office with Sprinklr.
• Co-create and co-present with the customer a joint vision, roadmap and future state architecture for a strategic partnership.
• Conduct an adoption health check of Sprinklr capabilities in the current contract, and co-create and co-present with the customer a cost benefit analysis of adopted capabilities and the value potential of unused capabilities.
• Prepare and facilitate meetings and workshops with customer executives that drive awareness, alignment and commitment on how customers can achieve their goals with Sprinklr.
• Prepare and present an executive-grade response to a strategic RFI/RFP.
• Prepare and present an executive-grade commercial proposal to executive buyers, both in the business and IT.

Building repeatable outcome-based selling and success best practices:

• Based on the delivery of white glove services, build/pilot/contribute to, and maintain playbooks designed to improve account health, growth and retention.
• Develop and reinforce an ongoing feedback loop to improve the impact of these playbooks.

Deploying best practices at scale through 1st line managers, enablement/coaching and self-service:

• Build processes that empower first line managers to deploy these playbooks with their Top accounts.
• Support the configuration and maintenance of outcome-based success and selling tools.
• Partner with Sales Enablement to develop enablement strategies across sales regions to share best practice content and drive adoption at scale.
• Coach specific account teams on how to drive account health, retention and growth through office hours or 1:1 back-office coaching sessions.

Desired skills & experience:

• 7+ years of relevant experience in Value Consulting/Value Engineering with a leading software vendor and/or a top tier management consulting firm.
• Expertise in building ROI models, business cases, value realization assessments and point of views across a range of industries and customers.
• Strong executive presence with an ability to simplify and communicate complex topics to C-Suite audiences.
• Excellent interpersonal, written, and verbal communication skills with a strong ability to tell compelling value-led stories.
• Outstanding presentation skills including public speaking, meeting and workshop facilitation, and whiteboarding.
• Demonstrated success in working cross-functionally and collaborating across business units.
• Proven record of outsized impact as an individual contributor, including account retention and growth.
• Advanced cloud collaboration, including advanced Office 365 use and digital productivity expertise.
• Bachelor’s degree in business, economics, and/or field focused on quantitative analysis preferred.
• MBA preferred.

Who you are:

• Passionate about deriving insights from data and adjusting strategy accordingly.
• Obsessed with quality; always building for best practice in everything you do.
• A builder, who produces significant amounts of tangible outputs out of very little.
• A proactive self-starter, eager for feedback and mentorship.
• Highly reliable, always delivering on promises.
• Confident in sharing alternative perspectives with senior leaders and customers.
• Comfortable in ambiguity and supportive of your team.
• Well-organized and flexible; able to move from initiative to initiative without delay.

Why You'll Love Sprinklr:

• We're committed to creating a culture where you feel like you belong, are happier today than you were yesterday, and your contributions matter.
• We focus on our mission: to enable every organization on the planet to make their customers happier.
• We believe in our product: Sprinklr was built from the ground up to enable a brand’s digital transformation.
• We invest in our people: At Sprinklr, we believe every human has the potential to be amazing.

EEO - Our philosophy: Our goal is to ensure every employee feels like they belong and are operating in a judgment-free zone.