Director, Value Engineering, EMEA in City of Westminster

Overview

This is one of the most consequential value engineering seats in B2B software right now. Three reasons.

• The market is moving in our direction. Every CIO is being asked to put real numbers behind their AI strategy. Mosaic, our semantic layer, is the trust foundation for enterprise agents. The customers are listening, the market is opening, and the value story has never been more important.
• You will own a real product, not just a region. ValueIQ, our self‑service value platform, is one of the most ambitious value engineering platforms in B2B SaaS. You set the vision, you run it, you build it. This is a builder's role with platform‑level scope, on top of an EMEA regional charter.
• The visibility is rare. Your work shows up in front of the CEO, the CRO, and the CPO. It lands on customer earnings calls. It defines how the EMEA field talks to buyers. There is no “invisible work” in this role.

If you have spent the last five years executing someone else's playbook and you are ready to write your own, this is the seat.

The role is a senior individual contributor with two complementary scopes. You are the EMEA regional Value Engineering leader, and you are the global owner of our self‑service value platform, ValueIQ. You will not be handed a backlog. You will be handed a charter, a platform, and the trust to define what good looks like. You will partner with Sales, Customer Success, Product, and Marketing to drive measurable business outcomes for our largest customers.

But more than that, you will set the bar for the field, codify it into a platform and reusable assets, raise the competency of the people around you, and prove value realized after the deal closes. If you wait to be told what to do, this is not the role for you.

Responsibilities

• Drive measurable business value across the EMEA account base with quantified TCO savings, productivity gains, and impact that hold up to CFO scrutiny.
• Own ValueIQ: set the roadmap, drive adoption, build new modules, and define the vision for how strategy scales value engineering globally.
• Run point on strategic deals – self‑identify opportunities where Value Engineering will shift the outcome and insert yourself before being asked.
• Prove value realized post‑sale – build the framework, cadence, and metrics that quantify what customers actually got. Use this as renewal leverage, expansion fuel, and a public outcome story.
• Build reusable IP that scales beyond your own deals – industry narratives, business‑case templates, ROI models, and benchmarks the field uses.
• Enable, raise competency, and hold the field accountable. AEs, CSMs, SEs, and partners in EMEA should be measurably better at value‑led selling because of you.

Ownership & Impact

• Builder charter – define the EMEA value engineering motion and the global platform vision.
• Platform‑level ownership – ValueIQ roadmap, calculator library, adoption strategy, future states.
• Direct line to leadership – brief the CRO, CPO, and CEO on field insights.
• Foundation already in place – ValueIQ live, Mosaic calculators live, three‑bucket value framework live.
• Impact‑based growth path – uncapped career ceiling; the more you build, the bigger the role.

What You Will Own

1. Strategic Deal Execution
   • Proactively identify and engage on strategic EMEA opportunities; build the business case, defend it, and stay in the deal until closure.
   • Quantify customer impact across the three‑bucket framework.
   • Engage at C‑level with CFOs, CIOs, and CDOs.
   • Log every deal in Salesforce within 48 h of engagement.
2. ValueIQ: Self‑Service Platform Ownership
   • Own the global vision, roadmap, and adoption.
   • Build new modules, calculators, benchmark libraries aligned with market demand.
   • Drive measurable platform adoption with AE, CSM, and partner communities.
   • Run a product cadence with engineering, product, and marketing partners.
   • Define the platform’s future and answer “what does agentic value engineering look like?”
3. Customer Value Realization
   • Build framework, cadence, and process to quantify value after the deal closes.
   • Partner with Customer Success on a recurring value‑review motion for top EMEA accounts.
   • Capture validated outcomes and turn them into reference assets and case studies.
   • Track value realized as a first‑class metric alongside pipeline and revenue.
4. Field Enablement and Asset Creation
   • Enable AEs, CSMs, SEs, and partners with language, frameworks, and tools.
   • Build EMEA‑specific value content – narratives, persona‑specific cases, competitive plays.
   • Run structured coaching, deal shadowing, and recurring office hours with adoption metrics.
   • Hold the bar – push back on weak business cases.
5. GTM Partnership and Operating Rhythm
   • Co‑own EMEA GTM planning with regional sales leaders.
   • Track and report VE contribution to pipeline, revenue, expansion, and value realized.
   • Build cadence – weekly pipeline reviews, monthly QBRs, quarterly impact summaries.
   • Be the voice of the EMEA customer to product and leadership; publish externally.

Success in 12 Months

• A measurable book of EMEA deals proactively identified, engaged, and closed – logged and visible.
• ValueIQ adoption above the target you set and surpassed, with new modules shipped.
• A live customer value realization motion across top accounts, feeding renewal and expansion.
• A library of reusable EMEA value assets used without your involvement.
• EMEA AEs and CSMs capable of leading value‑led conversations independently.
• Recognition inside Strategy as the EMEA voice on customer value and the global owner of our value platform.

Qualifications

• 10+ years in Value Engineering, business consulting, or strategic enterprise sales, with at least 5 years in B2B SaaS.
• Track record of quantified, customer‑validated business cases at CFO and CIO level.
• Demonstrated experience building value engineering assets, frameworks, programs, or platforms from scratch.
• Self‑direction – you read the pipeline, identify deals, and act without permission.
• Executive presence – you can hold a CFO room and walk out with a signed‑off business case.
• Strong financial and analytical acumen – ROI models, TCO analysis, sensitivity testing.
• Truth‑seeking problem solver – you would rather say “I do not know yet” than fake a number.

Strongly Preferred

• Industry depth in Financial Services or Retail.
• Familiarity with semantic layer, BI, analytics, or modern data stack categories.
• Experience owning or contributing to a self‑service value platform or automation tooling.
• Visible personal brand or thought‑leadership presence in value engineering, GTM, or analytics.

Company

Strategy (Nasdaq: MSTR) is a market leader in enterprise analytics and AI software, pioneering the BI and analytics space. The company has also embraced bitcoin as a treasury reserve asset since 2020, issuing bitcoin‑backed securities and leading the market in bitcoin treasury practices. Strategy values bold, agile, engaged, impactful, and united culture, fostering an environment where every employee’s contributions are recognized.