WHO WE ARE

Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions delivered on Salesforce’s leading cloud platform provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas, with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures.

For more information, visit www.certinia.com.

THE ROLE

We seek a dynamic, analytical, and customer-focused Principal Value Engineer to join our Value team in North America, help with winning new business across our largest accounts & impact the region’s success in a significant way.

The Value team consists of ex-consultants and industry experts driving growth and success for Certinia. We collaborate extensively with senior business executives at prospects and customers to identify business challenges, align investments with strategic objectives of the company and create compelling business cases for change. If you excel in dynamic settings, prioritise customer excellence, have a strong record of collaborating with account teams and are ready to be part of a high-performing sales team dedicated to excellence, we’d love to meet you!

WHAT YOU WILL DO IN THIS ROLE

• Lead engagements with prospective customers and use your business/financial acumen to build a compelling business case aligned to their objectives, pains, and improvement opportunities.
• Act as a subject matter expert and interact, prioritise and manage relationships with field sales organisations and supporting GTM functions to align and drive value engagement.
• Create and present boardroom-quality business case presentations showcasing the projected business impact the customer can achieve using Certinia solutions, typically to senior execs.
• Keep informed about industry trends and advancements related to our solutions portfolio
• Influence & work with Certinia colleagues to coach, scale value adoption and improve their understanding of business value & customer excellence.
• Lead the development of collateral for internal and customer-facing use. Develop industry-specific value propositions and use cases which can scale across other regions and influence Certinia’s marketing messaging.
• Help build the future of the value practice at Certinia: contribute to the development of best practices and tools for an enhanced value-based selling adoption.
• Travel is required and varies throughout the year

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• Excellent customer-facing skills with a knack for credibility, trust, and influence with senior executives and business leaders within target accounts.

• Demonstrated experience and sound judgement in building and presenting business cases to senior client audiences, including C-Suite executives.
• Financial modelling, benchmarking, quantitative skills and experience developing/defending large-scale capital appropriation requests, including solid familiarity with PowerPoint & Excel.
• Expertise in client discovery, identifying and prioritising use cases, suggesting improvement measures and becoming a change agent for Certinia customers.
• Demonstrated capacity for independent decision-making and decisive action in complex, ambiguous environments.
• Proven aptitude to work in / lead a virtual team environment and ability to build consensus

WHAT ELSE WOULD. BE GREAT

• A minimum of 10-15 years of experience in a business consulting, technology consulting or value consulting role.
• An MBA from a top-rated business school and an undergraduate degree in Business, Finance or a quantitative field.
• Proven background in value-based technology selling or consulting, ideally within a commercial/ sales setting.