Value EngineerAU-New South Wales-North Sydney, Australia
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About TibcoHeadquartered in Palo Alto, CA, TIBCO Software enables businesses to reach new heights on their path to digital distinction and innovation. From systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of organizations through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation.
Our teams flourish on new ideas and welcome individuals who thrive in transforming challenges into opportunities. From designing and building amazing products to providing excellent service; we encourage and are shaped by bold thinkers, problem-solvers, and self-starters. We are always adapting and providing exciting opportunities for our employees to grow, learn and excel.
We value the customers and employees that define who we are; dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, optimistic environment. TIBCO – we are just scratching the surface.OverviewThe TIBCO Value Engineer (VE) is recognized as a senior team member who will lead efforts to resolve complex industry business matters, support the growth of our sales pipeline, and engage with our customers to secure revenue. The role focuses on adopting standardized approaches for value-based sales activities and related solutions, from TIBCO and our partners, in focused accounts. What You’ll Do
+ Assume a leadership role in devising strategies in targeted sales cycles; drive VE credibility to influence the markets opinion of TIBCO’s solutions offerings.
+ Lead multi-disciplined teams to develop and refine customer deliverables while incorporating our differentiated value proposition.
+ Create Executive/Board-level proposals and presentation material with strategic messaging for compelling business cases.
+ Identify and build a pipeline of customer reference stories to showcase achieved value.
+ Develop TIBCO’s VE brand through thought leadership, content creation, appearances at marketing events, publishing articles and contributing to social media.
+ Partner with field sales leadership to identify revenue opportunities, create account strategies, ensure coverage of strategic opportunities, and execute sales plays.
+ Coordinate the delivery of strategic solution advisory and expert consultation on value management.
+ Lead customer co-innovation, enterprise transformation, and business process performance improvement programs.
+ Provide consultation on strategic GTM decisions in areas such as: value creation strategy, enablement approach, investment cases, M&A, and strategic partnering.
+ Drive Design Thinking or other template driven workshop approaches to engage customers in identifying opportunities for business improvements.
Who You Are
+ Bachelor’s degree (or equivalent) required, MBA or equivalent degree from accredited university preferred.
+ Prior experience with software/IT organizations with a demonstrated proficiency in at least one industry or line of business solution segment (e.g. through Solution Management, Sales, Presales, Consulting or Business Development roles).
+ Use of change management methodologies and approaches.
+ Extensive knowledge of cost models, financial ratios, industry benchmarks, and metrics.
+ Experience presenting to CxOs and senior executives.
+ Excellent communication, executive presence, and writing skills.
+ Ability to multitask and prioritize efforts in a highly fluid environment.
+ Experience or certified in Design thinking or Platform Design Toolkits.
+ Professional facilitation skills or certificates of experience.
Please note you must have full working rights for the country you are applying for. If on a work permit or visa please make sure the details along with expiry date are included on your application.
Applications and CVs must be in English.
TIBCO is an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.
TIBCO is an equal opportunity employer.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact TIBCO Software at email@example.com for assistance. “Applicant Accommodation” should be included in the subject line of the email.