Director of Value Engineering

With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role:

As the Director of Value Engineering (AMER), you will lead the AMER team of Value Engineers and partner with Confluent’s Field Sales organization including; Regional Sales Directors (RSDs), Account Executives (AEs) the Customer Success Group (CSG) and Confluent Partners. Together, you will engage with prospects and customers to drive discovery within strategic accounts, early in the sales cycle, to help identify new land and expansion opportunities for Confluent to add value. You will Identify and clearly communicate the business value Confluent can deliver. You will help develop Confluent’s business value proposition for the Data Streaming Platform (DSP) and compose winning deal structures and proposals and manage customer negotiations. Your support will help drive deal velocity, while maximizing Confluent bookings and revenue and value to the end customer.

The Value Engineering team members will gain a solid understanding of Confluent’s portfolio and value propositions and also work closely with teams across Confluent, in order to ensure deal structures and proposals match customer needs. These teams include; Sales Operations - Deal Strategy and Deal Desk, Product, Finance and Legal. This position reports to our global Director, Value Engineering.

Additional responsibilities of the Value Engineering team include providing field feedback to the business on; customer requirements, buying patterns and competitive intel, so the business can continually evolve pricing, deal structure strategy and the overall Confluent value proposition. The team also facilitates enablement (education and training), to drive best practice in the Field.

What You Will Do:

• Manage the team of AMER Value Engineering consultants 
• Focus on customer engagements, early in the sales cycle of our most strategic customers (driving both new lands and expansions), with the goal of identifying and communicating the business value of our solutions. 
• Support account planning
  Help create Confluents value proposition around the Data Streaming Platform - DSP 
• Complete deep-dive discoveries with prospects and customers
• Create & deliver business value deliverables
• Craft winning proposals. 
• Act as a subject matter expert for deal structuring, including complex pricing strategy, and value propositions, leveraging Confluent value selling methodologies.
• Support sales teams on the structuring of strategic, complex, and competitive deals, applying deal best practices
• Act as front-line negotiation of agreements.
  Specialize in addressing custom deals that fall outside of current processes.
• Engage customer Executives and Partners to communicate Confluent’s vision and value proposition, around Data in Motion. This can include presenting at events and running roundtable discussions. 
• Maintain an evolving subject matter expertise in Confluents portfolio and on-prem, cloud and hybrid deal constructs.

What You Will Bring:

• Bachelor’s degree.
• 7+ years experience in Business Value Consulting, Value Engineering,
• Strategic Consulting, Deal Strategy, Sales, or Finance or customer negotiation type roles.
• Financial analysis and modeling of ROI and TCO concepts to justify business cases.
• Expertise in driving organizations toward greater effectiveness and efficiency.
• Thorough understanding of all industry-standard and non-standard software selling models including SaaS, perpetual, on-demand, consumption, etc.
• An interest in Data; Enterprise Architecture, Infrastructure - and an aptitude to learn about Data in Motion and Confluent’s portfolio. 
• Awareness of the Data industry and SaaS / Cloud industry in general. 
• Proven track record of improving deal velocity alongside Risk Management.
• Passion for using data to drive decision making.
  Understanding revenue recognition requirements.
• Superior contract negotiation skills.  Strong abstract thinker able to apply complex concepts across a variety of situations.
• Proven project management experience; successfully leading and completing projects.
• Experience working with remote Sales and business partner teams.
• Strong oral and written communication skills with the ability to synthesize and effectively communicate information across teams, roles, and levels.
• Experience working with companies that have public cloud, hybrid cloud and on-premises deployment options.

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $237,780 - $285,345 and a competitive equity package. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

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