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Overview
At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate. We seek a dynamic, analytical, and customer-focused Senior Value Advisor to join our Sales Organization. Residency in London is required.
Key Responsibilities
1. Champion value selling, driving value assessments with strategic accounts.
2. Participate as a strategic partner in account teams, advising on strategy, deal planning, and success plans.
3. Support late-stage sales cycles with deal engineering, proposals, and negotiations.
4. Work with deal strategy and Deal Desk to optimize commercial deals.
5. Define commercial strategies with Enterprise sales teams, prioritizing initiatives based on pain points and value potential.
6. Create and deliver investment justifications to secure customer funding.
7. Identify and analyze key business value drivers with account teams and customers.
8. Build and present compelling business cases translating technology solutions into business benefits.
9. Drive customer engagement through effective communication of value propositions.
10. Collaborate with product and marketing teams to align value propositions with market needs.
11. Conduct industry market research and develop tools for sales to identify product value.
12. Innovate and iterate on JFrog’s value framework and measurement techniques.
13. Analyze value differences between self-hosted and SaaS solutions using uptime, TCO, and business value metrics.
14. Design post-ROI measurement techniques for customer benefit realization.
15. Coach and enable go-to-market teams to adopt a value-driven sales mindset.
Minimum Requirements
1. Bachelor's degree in Business, Finance, or related field; MBA preferred.
2. At least 8 years of experience in business or value consulting/engineering.
3. Excellent customer-facing skills, credibility, and influence with senior executives.
4. Proficiency in German communication and presentation skills is preferred.
5. Strong analytical, problem-solving, and influencing skills.
6. Experience in a technology-focused SaaS sales environment, preferably with DevOps or cybersecurity solutions.
7. Proven ability to build persuasive business cases and understand ROI, NPV, and Payback metrics.
Additional Details
* Seniority level: Mid-Senior level
* Employment type: Full-time
* Job function: Other
* Industry: Software Development
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