Principal Value Strategist

Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.

As a Principal Value Strategist, you will lead the development and adoption of a company-wide customer adoption approach that drives higher levels of customer success and revenue growth. As a key member of the WWFO team you will collaborate across all critical functions to evolve Smartsheet's GTM capabilities and be an active evangelist of the Customer Outcomes (Value Consulting)  approach and motions to both Smartsheet employees and customers. You will enable and evangelize the ability to deliver outcome/value conversations across all stages of the customer lifecycle.

You will report to the Senior Director, Customer Outcomes. This is a remote eligible position and you may work remotely from anywhere in the US where Smartsheet is registered.

You Will: 

• Be a trusted advisor to your customers by understanding their business and advising on the transformative potential of Smartsheet’s platform by designing and leading strategic consultations that aligns with customer business goals with Smartsheet capabilities.
• Develop and evolve strategic and long term Value Consulting offerings to increase sales productivity and improve deal velocity
• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CTO)
• Lead workshops, documenting customer needs, and crafting customized digital transformation roadmaps to showcase the value proposition of Smartsheet.
• Support client relationship mapping with the account team, orchestrating an account strategy across the core account team (Account Executive, Services Sales, Solutions Engineering, Marketing, and Customer Success, etc.)
• Consistently coordinate and execute on relationship mapping strategy throughout the year with the account team
• Conduct customer executive / quarterly business reviews with account teams and customer in alignment with the overall account strategy
• Use usage patterns to gain insights, provide guidance and increase customer retention
• Work with the Sales and Professional Services teams to share customer insights that inform additional product and service sales opportunities

You Have: 

• 8+ years of management experience in a management consulting firm and/or
• 6+ years of software company with a focus on value consulting/engineering or sales transformation
• 3+ years of program management experience
• Bachelor's degree with an emphasis in Finance and/or accounting
• Sales GTM experience working with strategic deals, account teams and/or projects
• Deep financial analysis and modeling skills including the ability to educate non-financial roles in concepts such as ROI, IRR, TCO etc.
• Strong executive presence and written communication skills including the business alignment of customer strategy and digital transformation business cases
• Willing to travel periodically based on customer and business needs

Current US Perks & Benefits:

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• Stock - Restricted Stock Units (RSUs) for eligible roles
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Incidental Sick Leave
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)

Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity and some roles may be eligible for a RSU stock grant upon accepted offer. 

Get to Know Us:

At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us!

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, and Japan. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. 

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

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