Summary

The Strategic Value Adviser (SVA) is a seasoned professional, who is part marketing professional, part consultant, and part technologist. As part of the Value Consulting team, the Advisor will draw on their own real-world marketing experience as they guide customers through the transformation of their organization, based on Marketo's best practices. The SVA will be experienced at establishing trusted, consultative relationships with customer executives across the 'C Suite' by providing customers industry thought leadership, strategic solution advice, and expert consultation on value management to support customer co-innovation, enterprise transformation, and business process performance improvement.

Duties

• Assume a leadership role with Enterprise field sales teams to understand and expand revenue opportunities, coordinate strategic account plans, and execute sales plays
• Enable the account team to expand profitable revenue opportunities by leveraging a variety of value-based selling approaches to facilitate consulting engagements that deliver comprehensive business improvement strategies, value-based roadmaps, and business cases including the following elements when engaging with customers:
  • Market trends, competitive positioning and capabilities required for differentiation
  • Business strategy imperatives, process designs, benchmarks and best practices
  • Potential benefits / economic value proposition
  • Business Case / ROI and TCO analysis
  • Potential risks and mitigation strategies
  • Governance and change management implications
• Develop digital strategies and enterprise roadmaps for customers that help them successfully build profitable, long-term relationships with their customers
• Articulate value potential enabled by Marketo solutions / technologies by industry
• Facilitate customer visioning workshops (Design Thinking or Strategic) to identify new technology uses, map a course of action and lead delivery of a value-focused engagement
• Work with key customers, technology partners, global system integrators, and agencies to influence large enterprise opportunities involving all Marketo solutions
• Contribute to practice development through thought leadership content, business benchmarking, and best practice assessments
• Drive industry credibility to influence the markets opinion of Marketo's solutions offerings
• Represent Marketo externally and internally on industry sector, innovation and value management related topics
• Actively participate in new business initiatives; create customer presentations and program deliverables
• Collaborate with internal and external partners and stakeholders with an aim of delivering world-class prospect and customer engagements

Requirements

• 5+ years of professional marketing experience in consulting, business development or strategic sales support
• Strong executive presence and relationship building skills.
• Well versed in multi-channel digital marketing, content marketing, social marketing, marketing automation, and related subject areas.
• Ability to build relationships with executive level contacts across accounts and industries
• Successful track record of delivering digital programs, products and services
• Extensive experience working with creative and/or technical development of web-based solutions, technology and emerging media
• Proven record of pre-sales Enterprise Account experience with:
  • Various innovation techniques (e.g. design thinking) and facilitation of customer visioning sessions
  • Developing and driving disciplined account planning and engagements
  • Advanced knowledge of value selling methodologies, processes, and tools
  • Developing value-based roadmaps enabled by technology solutions
  • Executive communications - setting expectations, interviews, presenting findings & recommendations
• Exceptional communication skills – written, verbal and presentation
• Strong leadership, managerial and analytical skills; the ability craft and deliver data driven recommendations
• Ability to work in a self-directed, fast-moving, results-oriented environment
• Experience with Marketo or competitive product is a plus
• Bachelor's degree required; MBA desired (or equivalent work experience)

Marketo is an equal opportunity employer