Value Engineer - APJ

Value Engineer - APJ At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As Vanta’s Value Engineer, you will focus on demonstrating the ROI of Vanta to our prospective customers, helping to drive increased revenue growth, and collaborating with economic buyers to expand contract sizes. You will leverage your analytical skills and consulting experience to articulate the value of our services and identify growth opportunities. The Value Engineering team is focused on engaging in key deals across Vanta’s prospects, customers, and partners. They explain the value of Vanta and the monetary benefit gained from deploying it. The outcomes from these conversations enhance Vanta’s annual contract value (ACV) and shorten time to win. Their responsibilities include: - Value Articulation: Working closely with sales teams to articulate the distinct value of Vanta through tailored ROI models and strategic messaging. - Sales Enablement: Developing scalable self-service tools and training programs to enable the sales team to effectively communicate value in customer engagements, even when a consultant is not present. - Deal Support: Directly participating in high-impact deals to ensure that Vanta’s value proposition is clearly understood and leveraged to close deals more effectively. The Value Engineer will play a key role in advancing this mission by developing Vanta’s value framework, working with our Product teams to collect user benchmark data, publishing thought leadership on customer trends, and collaborating with customer executive stakeholders to measure the potential ROI of their Vanta investment. What you’ll do as a Value Engineer at Vanta: - ROI Model Design and Adoption: - Collaborate with cross-functional teams to design, implement, and optimize ROI models (built on our SaaS platform, Minoa http://minoa.io) tailored to different market segments. - Ensure widespread adoption of these models among sales teams. - Value Framework Development: - Edit and enhance the existing value framework for pre-sales and post-sales processes to ensure alignment with customer needs and market trends. - Create comprehensive industry and market segment briefs to support account executives in customer engagements. - Impact Reporting: - Report on the internal impact of Value Engineering initiatives, providing insights and data to inform strategic decision-making. - Collect and analyze case studies with measurable ROI metrics, mapping them to our ROI models. - Sales Coaching and Support: - Coach and train startup account executives on effectively utilizing ROI assets in sales deals, enhancing their ability to communicate value to customers. - Act as a resource for all sales teams to ensure understanding and proper usage of ROI models and frameworks. - Collaboration: - Work closely with product marketing, sales development teams, and analyst relations to align messaging and support materials. - Foster a collaborative environment to drive continuous improvement in Value Engineering processes. How to be successful in this role: - Bachelor’s degree in Business, Marketing, Finance, or a related field. - 5+ years of experience in a value engineering, sales enablement, or similar role, preferably within the SaaS industry. - Strong analytical skills with a solid understanding of ROI metrics and financial modeling. - Excellent communication skills, both written and verbal, with the ability to present complex information clearly and persuasively. - Experience working with diverse market segments, including startups, mid-market, and enterprise clients. - Proficiency in using CRM tools and analytics software. - Open to using AI to amplify their ski ... (truncated, view full listing at source)