The Business Value Manager collaborates with sales teams to analyze and showcase business outcomes related to cybersecurity investments. They lead customer discovery sessions, develop business cases, and coach team members to enhance value-based selling strategies.
The Business Value Consultant is a critical member of Abnormal’s sales organization. This individual will serve as the financial and business value subject matter expert, on cross-functional sales teams engaged with our Fortune 500 customers, and is responsible for delivering a structured analysis of business outcomes focused on cybersecurity and transformational investment opportunities.
Your Impact
- Personally participate and lead cross-functional teams with our most important customers and senior Abnormal experts from sales, pre-sales, and product; working to shape and drive large cybersecurity with supporting business cases including Value Assessments, TCO / ROI and Value Realization
- Facilitate customer discovery sessions to identify and prioritize business value drivers and supporting metrics
- Develop strong relationships with field sales and pre-sales leaders, co-developing priorities and execution strategies
- Enable the field in value selling and self-service value assessments by leveraging a common framework with supporting tools and methods
- Provide coaching to team members and contribute to team thought leadership by using your knowledge, consulting skills, experience, and analytical capabilities to help develop best practices and drive revenue growth
- Contribute to program evolution and scale with innovation and thought leadership
Qualifications
- Significant experience (5-10+ years) in a Customer Facing, Cybersecurity, role working with the largest, most strategic customers; this may be a mixture of Sales and Management Consulting experience.
- Extensive field experience working in value-based sales, pre-sales, or consulting with a proven track record of success
- Experience with Value based Sales Methodologies and / or qualification frameworks; e.g. MEDDIC, Force Management
- Experience leading a consultative discovery process and developing a convincing executive quality business case case
- Knowledge of business and technology related challenges and solutions including email security and cybersecurity
- Deep financial modeling, benchmarking, and quantitative skills and experience developing and defending subscription based SaaS purchases
- Demonstrated ability to learn quickly and participate on projects with varied industry and business imperatives
- Proven ability to build consensus and lead in a virtual/remote team environment
- Exceptional business problem solving aptitude combined with strong interpersonal skills
- Outstanding oral and written presentation communication skills, you will frequently be presenting to C-Level audiences
- Knowledge of public cloud operational technology, processes, and cybersecurity standards preferred
Preferred Qualifications
- MBA from a top-rated business school and an undergraduate degree in a quantitative field preferred
- Experience with a premier consulting firm focused on strategy, technology or security consulting preferred
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Top Skills
Cybersecurity
SaaS
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