About ThousandEyes

The name ThousandEyes was born from two big ideas: the power to see things not ordinarily possible and the ability to collect insights from a multitude of vantage points. As organizations rely more on cloud services and the Internet, the network has become a black box they can't understand. ThousandEyes gives organizations visibility into the now borderless network, arming them with an accurate understanding of how the network impacts their applications, users and customers. ThousandEyes is used by some of the world's largest and fastest growing brands, including all of the top 5 global software companies, 5 of the top 6 US banks, and 45 of the Fortune 500. ThousandEyes is backed by Sequoia Capital, Sutter Hill Ventures, Tenaya Capital, Google Ventures and Salesforce Ventures, with headquarters in San Francisco, CA.



About the Role:

 Location:  Austin, TX or San Francisco 

The Value Realization Consultant role will be responsible for helping develop business cases, define Value Realization strategies and tools, support sales pursuits and proposals, and help guide on delivery execution and/or staff enablement. The role will address all aspects of Value Realization from business case development to KPIs and benefits ownership to dashboards and reporting. A key aspect of the role is to liaise with the global sales leadership team on practice areas and complement efforts aimed at accelerating key new logo pursuits or expansion opportunities, in addition to a scope of work around benefits realization capture/communication for existing customers.  He/she will be responsible for packaging and sharing this body of work with the sales team so they can become confident and “audible ready” when expressing the impact we can make on a prospect/customer’s business.

This work on value creation initiatives will span the different functional areas of our companies (e.g., Sales, Marketing, Corp Dev, Finance, Ops, and Product). In the role, this person will be a leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills across our domain.

Essential Duties and Responsibilities:

  • Work closely with prospective customers and sales to identify, prioritize and quantify key business drivers (metrics) and understand how our solutions will help solve their problems
    • Facilitate Executive Alignment with clients on the program business case
    • Support qualitative and quantitative analysis in support of targeted opportunities
    • Incorporate customer specific data points and findings
    • Validate messaging is aligned with customer value themes
    • Understand, refine and refresh existing value realization methods and tools
    • Identify target operational and financial metrics impacted by potential solution and then use these metrics to develop ROI / Total Cost of Ownership (TCO) models to quantify the strategic value of ThousandEyes platform
    • Assist with developing value messaging associated with targeted opportunities
    • Support, train, and enable the tribe to build a practice competency around business value
    • Guide sales teams on the scope and types of data / discovery needed to prove value hypothesis
  • Manage library of Value Team assets include items such as spreadsheets, presentation templates, case examples, and customer stories.
    • Process and analyze data collected by sales teams
    • Create standard graphics and charts to reflect value impacts
    • Create reusable assets to help scale the team's reach across the greater organization
    • Harvest "best practice" techniques leveraged across regions
  • Demonstrate the ability to foster teamwork while working on projects
  • Demonstrate the ability to work independently with little supervision when needed

Requirements

  • Four-year degree from undergraduate institution
  • 6+ years experience, 2 of which centered around leading consulting projects, developing business cases, or driving benefits realization from improvement initiatives
  • Experience should be a combination of strategy and operational or implementation-focused
  • Interest in software, technology, and data enabled companies
  • Austin, San Francisco or can be remote with travel up to 40%
  • Intellectual curiosity and honesty
  • A self-starter who takes initiative, is creative, has high energy, and would thrive in a startup paced software company
  • Experience in a sales environment would be a plus
  • Strong analytical and problem solving skills
  • Excellent communication skills, both verbal and written
  • Ability to bring structure to large, complex questions with limited guidance
  • Ability to multi-task and operate independently
  • Credibility and ability to interact with and influence all levels of organization
  • Strong financial analysis capabilities (discounted cash flow, net present value, IRR)
  • Strong understanding of financial statements, including composition of COGS, SG&A, and current assets
  • Knowledge of reporting and analytics processes

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