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Sprinklr is looking for a Lead Value Consultant to support the design and deployment of our Global Top accounts program and the delivery of customer engagements within our EMEA sales theater.
Team overview
The Value team is the Center of Excellence for our top accounts program (Bear Hug). Our mission is to empower account teamsto build long-term partnerships rooted in value with our top customers,with the goal of driving customer outcomes and account health, retention & growth.
We build repeatable outcome-based selling and success best practices on the back of white glove services for our Top accounts, and deploy them at scale to the broader accountbase.
White glove services include support for strategic account & renewal planning,outside-in executive points of view, strategic partnership visions & roadmaps, business cases, value realization assessments, key executive meetings& workshops, executive proposals& strategic RFP responses.
In this role, you will be responsible for(1) delivering white glove services to our Top accounts, (2) building repeatable outcome-based selling and success best practices, and (3) deployingthese best practices at scale through first line managers, enablement/coachingand self-service.
Main responsibilities
(1) Delivering white glove services to our top accounts
Work with our Americas sales leadership to prioritize accounts/deals to support.
Partner with account teams on customer engagements for the prioritized accounts/deals, e.g.:
Define a clear plan for driving account health, retention & growth in the near and longer terms.
Build and present a customer-first, value-based, point of view aimed to inspire the C-suite to transform the front office with Sprinklr.
: Co-create and co-present with the customer a joint vision, roadmap andfuture state architecture for a strategic partnership.
Conduct an adoption health check of Sprinklr capabilities in the current contract, and co-create and co-present with the customer a cost benefit analysis of adopted capabilitiesand the value potential of unused capabilities.
Co-create and co-present with the customer a cost benefit analysisof other Sprinklr capabilities that could accelerate the customer’s strategic priorities.
Prepareand facilitate meetings and workshops with customer executives that drive awareness, alignment and commitment on how customerscan achieve their goals with Sprinklr, such as Executive business reviews.
: Prepare and present an executive-grade response to a strategic RFI/RFP.
: Prepare and present an executive-grade commercial proposal to executive buyers, both in the business and IT.
(2) Building repeatable outcome-based selling and success best practices
Based on the delivery of white glove services, build/pilot/contribute to,and maintainplaybooks designed to improve account health, growth and retention, such as Business case playbooks for specific solutions & industries, and Sprinklr Adoption playbooks.
Develop and reinforce an ongoing feedback loop to improve the impact of these playbooks.
(3) Deployingbest practices at scale through 1st line managers, enablement/coachingand self-service
Build processes that empower first line managers to deploy these playbooks with their Top accounts, and brief first line managers on the playbooks and processes.
Support the configuration and maintenance of outcome-based success and selling tools, which may include building value models for new solutions.
Partner with Sales Enablement to develop enablement strategies across sales regionsto share best practice content and drive adoption at scale, which may include building online courses and other self-service mechanisms.
Coach specific account teams on how to drive account health, retention and growth though office hours or 1:1 back-office coaching sessions.
Desired skills & experience
7+ years of relevant experience in (1) Value Consulting/ Value Engineering with a leading software vendorand/or (2) a top tier management consulting firmwith exposure to front-office processes and cloud technologies, and/or a (3) customer-facing sales/presales role with a leading software vendor, focusing on strategic customers and prospects.
Expertisein building ROI models, business cases, value realization assessments and point of views across a range of industries and customers.
Strong executive presencewith anability to simplify and communicate complex topics to C-Suite audiences.
Excellent interpersonal, written, and verbal communication skills with a strong ability to tell compelling value-led stories.
Outstanding presentation skills including public speaking, meetingand workshop facilitation, and whiteboarding.
Demonstrated success in working cross-functionally and collaborating across business units (Sales, Success, Solutions Consulting, Product, Product Marketing, Pricing, etc).
Proven record of outsized impact as an individual contributor, including account retention and growth.
Advanced cloud collaboration, including advanced Office 365 use(Word, PowerPoint, Excel) and digital productivity and asynchronous collaboration expertise.
Bachelor’s degree in business, economics, and/or field focused on quantitative analysis (e.g. mathematics, engineering, computer sciences) preferred.
MBA preferred.
Who you are
Passionate about deriving insights from data and adjusting strategy accordingly.
Obsessed with quality; always building for best practice in everything you do, regularly challenging yourselves and others – constructively.
A builder, who produces significant amounts of tangible outputs out of very little; you’re not afraid of “blank pages”.
A proactive self-starter, eager for feedback and mentorship, with a natural curiosity and openness to fresh ideas and opportunities.
Highly reliable, always delivering on promises – even the smallest ones; being on time to meetings, and able to manage significant volumes of incoming signals (emails, Teams pings, WhatsApp, Office 365 comments etc.) without being overwhelmed and without letting things “fall through the crack”.
Confident in sharing alternative perspectives with senior leaders and customers, and are quick to support colleagues in high-stakes moments.
Comfortable in ambiguity and supportive of your team in doing the same.
Well-organized and flexible; able to move from initiative to initiative without delay.
Why You'll Love Sprinklr:
We're committed to creating a culture where you feel like you belong, are happier today than you were yesterday, and your contributions matter. At Sprinklr, we passionately, genuinely care. For full-time employees, we provide a range of comprehensive health plans, leading well-being programs, and financial protection for you and your family through a range of global and localized plans throughout the world.
For more information on Sprinklr Benefits around the world, head to to browse our country-specific benefits guides.
We focus on our mission: We founded Sprinklr with one mission: to enable every organization on the planet to make their customers happier. Our vision is to be the world’s most loved enterprise software company, ever.
We believe in our product: Sprinklr was built from the ground up to enable a brand’s digital transformation. Its platform provides every customer-facing team with the ability to reach, engage, and listen to customers around the world. At Sprinklr, we have many of the world's largest brands as our clients, and our employees have the opportunity to work closely alongside them.
We invest in our people: At Sprinklr, we believe every human has the potential to be amazing. We empower each Sprinklrite in the journey toward achieving their personal and professional best. For wellbeing, this includes daily meditation breaks, virtual fitness, and access to Headspace. We have continuous learning opportunities available with LinkedIn Learning and more.
EEO - Our philosophy: Our goal is to ensure every employee feels like they belong and are operating in a judgment-free zone regardless of gender, race, ethnicity, age, and lifestyle preference, among others. We value and celebrate diversity and fervently believe every employee matters and should be respected and heard. We believe we are stronger when we belong because collectively, we’re more innovative, creative, and successful.
Sprinklr is proud to be an equal-opportunity workplace and is an affirmative-action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. See also Sprinklr’s EEO Policy and EEO is the Law.
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