Sr Value Consultant

United States, Remote

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Over the past 15 years, we have seen a shift in the focus of business models across every industry – from selling physical products via one-time transactions to monetizing services via ongoing customer (aka subscriber) relationships. This is the “Subscription Economy” a phrase coined by our CEO, Tien Tzuo, he even wrote the book on it: Subscribed.

 

Companies have realized that the path to growth going forward is to establish direct, digital relationships with their customers, and monetize these relationships through an ever-growing set of digital services. 

 

Our vision is simple: we call it “The World Subscribed.” It’s the idea that one day every company will join the Subscription Economy — a $1.5 Trillion opportunity by 2025 according to UBS.

 

Our mission: to power the world’s best companies to win in the Subscription Economy.

 

The Team & Role

The Value Consulting team at Zuora is focused entirely on making sure all parts of the organization live and breathe value. Its primary mission is to build value content, configure & manage market leading value-oriented tools, exploit insightful client performance & telemetry data, and coach employees to leverage value as an enabler and a tool at all stages of the Zuora client, product, and marketing journeys. 

 

The Value Consulting team embraces and promotes a self-service first approach to value at Zuora, as we believe that every employee within Zuora should have value at the heart of everything they do. In parallel to this, Value Consulting team members will also get hands-on and client-facing with selected high-value deals and more complex client scenarios where a greater level of value consulting expertise is required.

 

The is a great time to join a small, growing, and highly influential Value Consulting team that is having a significant impact on all levels of business done at Zuora; offering an opportunity to innovate with new approaches and engage with all levels of roles, from practitioner to C-level, both internally and externally to Zuora. Success is measured by helping the company improve win rates, increase deal size, reduce sales cycle duration, and increase overall client success & retention.

In this role you’ll get to

  • Over the first quarter, use your ability to rapidly assimilate and understand new business and technology domains to build up, and then maintain, a sufficiently strong understanding of Zuora products, solutions, use cases, and sales-plays for you to confidently discuss the associated capabilities and their related value propositions.
  • Use your value consulting experience and expertise to contribute to the ongoing. configuration of Zuora Self-Service value tools; developing and improving value drivers and pre-built templates to enable self-service value selling & realization.
  • Use your value consulting experience, expertise, and innovation skills to further develop and improve value-oriented client facing content and materials that will be leveraged by value consulting and for self-service by the wider field organization.
  • Use your data analysis & value consulting skills to marshal and exploit both Zuora and external data sources to build compelling benchmarks to drive compelling reasons to change, and fuel business cases and roadmaps to value for existing clients.
  • Acting in your role as a business value specialist, advocate for the use of value-based approaches across all areas of the business, and proactively seek out and coach sellers, solution consultants, customer success managers and other stakeholders on best practice value centric approaches, and how to leverage the content, tools, and data assets that we have created.
  • First and foremost, use your people management, networking, and consultative skills to promote and encourage a self-service approach, and not get drawn into being a hands-on value consulting resource for every client opportunity. 
  • Use your relationship & communication skills to build strong internal relationships with individual contributors, together with first- and second-line managers within the field organization. Use your value consulting experience, expertise, and business acumen to build credibility with these stakeholders such that they will proactively reach out to you for coaching and advice, both on a team and individual level.
  • Use your value consulting expertise and experience to properly qualify the correct opportunities to get involved in a hands-on fashion, and help stakeholders understand when a hands-on value consulting approach is, or is not, a viable and beneficial approach.
  • For relevant engagements, use your value consulting expertise together with your problem solving and project management skills to lead client-facing value consulting engagements to build & present compelling business cases, ROI analyses, value assessments, and roadmaps to value to help drive the desired outcomes. 
  • Use your planning and organization skills to properly manage, track, and report all activities in a timely fashion, so that the business impact of the Value Consulting team can be clearly identified and reported.

Who we’re looking for

    • 5+ years of experience in Value Consulting, or a relevant role with extensive business / ROI case development experience.
    • A proven ability to create and defend business cases for investments in software, technology, services, and business change.
    • Preferably, experience in a self-service business case tool such as Ecosystems, DecisionLink, Alinean (Mediafly), Shark Finesse, or similar.
    • A demonstratable high-level of business and commercial acumen together with a breadth of industry experience across both B2B and B2C go-to-markets,
    • A proven ability to present to, communicate, and persuade at a Director, VP, and C-level level, whilst still retaining the ability to communicate, interview, and present at a practitioner or departmental manager level as required.
    • Excellent communication, storytelling, presentation, and interpersonal skills. 
    • Demonstrable strengths in numerical, financial, and cross-industry operating model knowledge, 
    • A strong consulting skillset, including excellent discovery, interview, facilitation, analysis, quantitative modeling, listening, and communication skills.
    • Highly experienced and skilled with graphics & presentation software to create impactful presentations, and with spreadsheet software to create business cases and impact assessments.
    • Preferably, experience in fielding and analyzing datasets, including a familiarity with SQL and/or PowerBI.
    • Preferably, experience in one or more of the OTR (order-to-revenue) domains of subscription management, CPQ, billing, payments, collections, and revenue accounting.
    • Preferably, an MBA (Masters in Business Administration) qualification, or similar.
    • To be business fluent in English. Any other languages would be a benefit.
  • A willingness to travel up to 30%.

 

Benefits*

  • Competitive compensation, company equity, and retirement programs
  • Medical, dental and vision insurance
  • Paid holidays and “wellness” days and company wide winter break
  • Generous, flexible time off 
  • 6 months fully paid parental leave
  • Learning & Development stipend
  • Opportunities to volunteer and give back, including charitable donation match
  • Free resources and support for your mental wellbeing  

*Specific benefits offerings may vary by country 

About Zuora 

As the Subscription Economy leader, Zuora empowers today’s innovative companies to nurture and monetize direct, digital relationships. Our award-winning multi-product portfolio now includes Zuora Revenue, Zuora Collect and Zuora Central Platform. More recently, we’ve added subscription experience platform Zephr to our family, further expanding our capabilities to serve as an intelligent hub that monetizes the complete quote to cash and revenue recognition process at scale.

 

Through our combination of technology and expertise, Zuora (NYSE: ZUO) helps more than 1,000 companies around the world, including BMC Software, Box, Caterpillar, General Motors, Penske Media Corporation, Schneider Electric, Siemens and Zoom nurture and monetize direct, digital customer relationships. Headquartered in Silicon Valley, Zuora operates offices around the world in the U.S., EMEA, APAC and LATAM.

 

“ZEO” Culture

At Zuora, we’re building an inclusive, high-performance culture that every ZEO wants to subscribe to. We want ZEOs at every level to feel valued, included, and inspired to innovate, connect and collaborate authentically as we pioneer the Subscription Economy. You’ll be empowered to think like an owner, take initiative and together, with the support of your team you’ll push each other to the next level and help transform business models everywhere.

 

To learn more visit www.zuora.com

 

Zuora is proud to be an Equal Employment Opportunity Employer.

Think, be and do you! At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all.

 

Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance@zuora.com.

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Let’s do this.

You’re unique and we’re on a journey – so let’s embark on a unique journey together. We encourage you to apply to all roles that utilize your skills and ignite the passion within you.

No matter where you’re located, or which team you work on, you’ll be part of a group of people working together to build a better world: The World Subscribed.

Go ahead and apply!

 

 

Get to Know Us

Go ahead, take a look inside #ZEOLife. Meet our ZEOs and learn what it’s like to be a part of our team.

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