Associate Value Engineer

This is a remote role based out of the United States

Why You'll Love This Role

Value Engineering is a consultative team that supports the Cribl sales and GTM organization and engages customers to explore the business value of Cribl. We deliver high-touch customer engagements while building content, frameworks, tools, processes and best practices to help sellers independently develop the business case for Cribl. In this highly cross-functional role, you'll collaborate with teams from sales, solutions engineering, product marketing, and customer success. Approximately 80% of your time will be focused on customer engagements and ~20% of your time will be working on broad GTM and value selling scale projects. Together, we'll drive value selling across the GTM organization, directly contributing to:

1. Boosting win rates,
2. Speeding up sales cycles,
3. Reviving dormant opportunities,
4. Increasing deal sizes, and
5. Enhancing deal margins.

As An Active Member Of Our Team, You Will…

• Engage, Consult and Influence: Partner with sales teams and customers, employing a value-based selling approach to create compelling narratives and business cases. You'll help the customer answer the 3 key questions: "Why change?", "Why Cribl?", and "Why now?"
• Lead Discovery Sessions: Conduct technical value discovery sessions with senior executives and technical staff, asking questions and providing insights that help shape their business case for Cribl.
• Craft Business Cases: Develop comprehensive business cases for new business, expansions, and cross-sell opportunities, as well as value realization analyses to propel renewals.
• Innovate and Build: Create value discovery questions, financial models, and frameworks for new use cases and products. Develop and maintain a value metrics database for internal and customer use.
• Empower Sales Teams: Enable our sales teams to become proficient with self-serve value content and tools, ensuring they can independently explore and communicate value to customers.
• Travel Opportunities: Enjoy a dynamic role that includes occasional travel (10% to 20%) throughout the year. There is the usual customer travel, but what you should really look forward to is Cribl Kickoff, which occurs over a week each year. It’s an incredible time to engage, learn and most importantly, have fun with other Criblians.
• We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

If You’ve Got It - We Want It

• Driven and Collaborative: You have a strong work ethic, a "get things done" attitude, and thrive in a team environment. Looking for someone who has grit.
• Detail-Oriented and Analytical: Your structured thinking and keen eye for value enable you to create detailed and accurate business cases. You excel in financial analysis and modeling, particularly around TCO and ROI concepts.
• Proactive and Adaptable: You're a self-starter who thrives in unstructured, fast-paced environments and enjoys taking ownership of projects.
• Trusted Advisor: You build and maintain strong relationships with customers and sales teams, providing valuable insights and guidance.
• Polished Communicator: You can present complex analyses clearly and persuasively, both verbally and in writing.
• Selling Expertise: Familiarity with Force Management, Challenger Selling, MEDDPPICC and 3 Why methodologies.
• Technical Expertise: You have expert-level skills in Google Sheets and Slides. Being familiar with tools like Omni, SFDC, Clari, Decision Link, Ecosystems, Mediafly, and Spotlight is a plus.
• Educational Background: A Bachelor's degree is required, with a preference for business management, finance, accounting, economics, information systems, or computer science. A MBA from a top-tier institution is highly preferred.
• Technical Knowledge: Familiarity with networking, cloud infrastructure, IT operations, observability, and/or security is a plus.
• Experience working remotely

Salary Range ($126K - $150k)

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience.   In addition to a competitive base salary, this position is eligible for a performance-based bonus tied to regional results.  Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity.

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