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Value Consultant

Value Consultant

T-Systems ICT India Pvt. Ltd.Pune, Maharashtra, India
2 days ago
Job description

Your Tasks

Support the sales lead / deal manager in opportunity development (commercial value story & value proposition)

  • Unearth and articulate customers' strategic priorities and market / industry insights transforming them into impactful value propositions with associated financial KPIs (ROI / TCO / NPV, etc.).
  • Identify customer value drivers to address additional growth potential.
  • Quantify customer benefits during opportunity development with the account applying value-based pricing methods and modeling across the sales process
  • Work closely with cross-functional teams, including Sales, Commercial, Pricing, and Solution teams.
  • Participate in pitching, planning, and executing business value discovery workshops.
  • Facilitate Co-design / Co-create workshops with Customer Stakeholders.
  • Refine the initial Value Hypothesis and collaboratively generate a holistic, customized business case.
  • Collaborate with deal teams to facilitate workshops and craft compelling value narratives.
  • Identify win themes and ensure the final proposal aligns with the overarching value story.
  • Coach sales managers / sellers in applying the Value Selling Method and share best practices.
  • Extend contribution beyond Value Quantification to identify strategies for Value Realization / Measurement.
  • Package, scale, and implement these strategies with customer success / delivery teams during the post-sales phase.
  • Play a key role in supporting, contributing to, and continuously enhancing the Value Consulting Practice.
  • Introduce new ideas, methods, techniques, and tools to enhance overall practice effectiveness.
  • Promote the team's capabilities and represent the team's results in internal measures and knowledge-sharing sessions.

Your Qualification :

A university degree with a focus on business administration, finance, and / or technical disciplines is a prerequisite for this role.

Your Experience :

  • Minimum 10 years of professional experience Value Selling / Engineering, Management / Technology Consulting, and Financial analysis Dynamic professionals, including Enterprise Architects, Business Development Experts, Account Managers, and Sales Support Specialists, who bring in strategic business expertise & customer centricity along with technical acumen and have prior experience in crafting / selling business value propositions for ICT offerings are also welcome to apply Expertise in Value Selling and designing Value Propositions to stand out from the competition. Strong understanding of complex, solution-oriented work in Digital and Cloud Outsourcing Deals.
  • Proven track record of successfully competing and winning large ICT Outsourcing opportunities in international and multicultural settings.
  • Detailed knowledge of market developments and competition in IT Outsourcing.
  • Knowledge of Value Quantification methods, tools, and analysis procedures would be an added advantage
  • Ability to present complex topics to CxO level and internal Top Management.
  • Experience in Agile projects, with an understanding of Agile methods and tools, preferably with relevant certifications (e.g., SCRUM).

    • Your Skills :

  • Showcases excellent communication skills when engaging with IT and Line of Business (LOB) managers, as well as C-level executives both internally and with customer organizations.
  • Excellent verbal and written communication in English
  • Possesses a deep understanding of IT / Cloud and Digital operation terminology and language.
  • Exhibits strong analytical skills, with a remarkable ability to identify problems, swiftly comprehend complex dependencies, and propose effective solutions.
  • Customer service and value focus, willing to go the extra mile and be able to motivate others
  • Flexibility to work with frequently changing priorities
  • Commands strong knowledge and experience with Microsoft Office Products (Excel, PowerPoint, Word) for the visualization and expression of strategic matters.