Job description

The Business Value Consultant is a critical member of Abnormal’s sales organization. This individual will serve as the financial and business value subject matter expert, on cross-functional sales teams engaged with our Fortune 500 customers, and is responsible for delivering a structured analysis of business outcomes focused on cybersecurity and transformational investment opportunities.

Your Impact

Personally participate and lead cross-functional teams with our most important customers and senior Abnormal experts from sales, pre-sales, and product; working to shape and drive large cybersecurity with supporting business cases including Value Assessments, TCO / ROI and Value Realization
Facilitate customer discovery sessions to identify and prioritize business value drivers and supporting metrics
Develop strong relationships with field sales and pre-sales leaders, co-developing priorities and execution strategies
Enable the field in value selling and self-service value assessments by leveraging a common framework with supporting tools and methods
Provide coaching to team members and contribute to team thought leadership by using your knowledge, consulting skills, experience, and analytical capabilities to help develop best practices and drive revenue growth
Contribute to program evolution and scale with innovation and thought leadership

Qualifications

Significant experience (5-10+ years) in a Customer Facing, Cybersecurity, role working with the largest, most strategic customers; this may be a mixture of Sales and Management Consulting experience.
Extensive field experience working in value-based sales, pre-sales, or consulting with a proven track record of success
Experience with Value based Sales Methodologies and / or qualification frameworks; e.g. MEDDIC, Force Management
Experience leading a consultative discovery process and developing a convincing executive quality business case case
Knowledge of business and technology related challenges and solutions including email security and cybersecurity
Deep financial modeling, benchmarking, and quantitative skills and experience developing and defending subscription based SaaS purchases
Demonstrated ability to learn quickly and participate on projects with varied industry and business imperatives
Proven ability to build consensus and lead in a virtual/remote team environment
Exceptional business problem solving aptitude combined with strong interpersonal skills
Outstanding oral and written presentation communication skills, you will frequently be presenting to C-Level audiences
Knowledge of public cloud operational technology, processes, and cybersecurity standards preferred

Preferred Qualifications

MBA from a top-rated business school and an undergraduate degree in a quantitative field preferred
Experience with a premier consulting firm focused on strategy, technology or security consulting preferred

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