As a Senior Principal Value Strategist, you will lead the development and adoption of a company-wide customer adoption approach that drives higher levels of customer success and revenue growth. As a key member of the WWFO team you will collaborate across all critical functions to evolve Smartsheet's GTM capabilities and be an active evangelist of the Customer Outcomes Journey to both Smartsheet employees and customers. You will enable and evangelize the ability to deliver outcome/value conversations across all stages of the customer lifecycle.

You will report to the Senior Director, Customer Outcomes Journey and be based in CA, MA, NY, or Remote USA.

You Will: 

  • Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CTO) 
  • Support client relationship mapping with the account team, orchestrating an account strategy across the core account team (Account Executive, Services Sales, Solutions Engineering, Marketing, and Customer Success, etc.)
  • Be a trusted advisor to your customers by understanding their business and advising on how Smartsheet can help their transformation initiatives
  • Create high-quality deliverables that communicate strategic agreement, present multi-year roadmaps and document the full business case to justify action
  • Deliver and evolve Strategy Workshops that increase sales opportunities, account team productivity and deal velocity
  • Identify the right specialist/ support resources to bring into a deal, at the right time
  • Consistently coordinate and execute on relationship mapping strategy throughout the year
  • Conduct customer business reviews with account teams and customer in alignment with the overall account strategy
  • Work closely with our data scientist / business analysts to develop thought leadership
  • Use usage patterns to gain insights, provide guidance and increase customer retention
  • Work with the Sales and Professional Services teams to share customer insights that inform additional product and service sales opportunities

You Have: 

  • 12+ years of management experience in a management consulting firm and/or 
  • 6+ years of software company with a focus on value management/engineering or sales transformation
  • Bachelor's degree with an emphasis in Finance and/or accounting
  • Sales GTM experience working with strategic deals, account teams and/or projects
  • Deep financial analysis and modeling skills including the ability to educate non-financial roles in concepts such as ROI, IRR, TCO etc.
  • Strong executive presence and written communication skills including the business alignment of customer strategy and digital transformation business cases
  • Willing to travel periodically based on customer and business needs

Perks & Benefits:

  • HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees 
  • Stock - Restricted Stock Units (RSUs) for eligible roles
  • Lucrative Employee Stock Purchase Program (15% discount)
  • 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) 
  • Monthly stipend to support your work and productivity 
  • Flexible Time Away Program, plus Incidental Sick Leave 
  • Up to 24 weeks of Parental Leave 
  • Personal paid Volunteer Day to support our community 
  • Opportunities for professional growth and development including access to LinkedIn Learning online courses
  • Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and  your own personal Smartsheet account 
  • Teleworking options from any registered location in the U.S. (role specific) 

Smartsheet provides a reasonable range of compensation for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive bonus and RSU stock grant upon accepted offer. 

California & New York: $178,200 to $248,400
All other US States: $165,000 to $230,000

Get to Know Us:

At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Japan, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.



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