Business Value Advisor

1 week ago

Sydney, New South Wales, Australia Cloudflare Full time
About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us

Available Locations: Singapore & Sydney, Australia

What we're looking for:

Provable ROI in the form of extraordinary value to customers is in our DNA; whether it's giving away our service for free, adding new capabilities at no extra charge or removing egress fees, Cloudflare is famous for demonstrating the outsized value of our customers' investments in us. We want an experienced value advisor to join us to develop and execute strategies that build pipeline, drive growth, and efficiencies within an assigned sales region or team.

The Business Value Advisor role is high impact, and requires a results-oriented, customer-centric advisor to be successful. You will work directly with Sales, Contract Operations, Pricing, Product Management, and Marketing to demonstrate the quantifiable value of choosing Cloudflare solutions over the competition. Much of the role will involve working with sales management to develop account strategies and assist in determining multi-year plans to expand Cloudflare's portfolio across the key buying centers and into the lines of business.

You will bring a consultative approach to the role and develop TCO and ROI value models based on customer business outcomes. You will develop a complete understanding of Cloudflare's advantages over the competition to develop customer-centric, C-level business cases that have the ability to accelerate the sales cycle. You will display a deep understanding of the differences between cloud vs. on-premises solutions, CapEx vs. OpEx, and you will be comfortable presenting to customers and sellers.

Data-driven approach with a bias towards action, you will enjoy this role if you like working with fast-paced teams, having autonomy to drive your initiatives, and having the opportunity to build out the global value advising program. This role is a part of our Go-To-Market Operations team and reports into our Strategic Deal Support team. This will be a highly visible role within the organization, which will have a significant impact on the long-term growth of the fast-growing Cloudflare business.

Responsibilities

  • Business Value Assessments: Conduct analyses and assessments to quantify the potential business value and ROI of proposed solutions by working closely with customers and sales through meetings, calls, and emails to understand their business challenges, objectives, and requirements.
  • Customer Engagement: Foster strong client relationships by serving as a trusted advisor, delivering insightful value assessments, and supporting ongoing value realization efforts post-implementation.
  • Solution Customisation: Collaborate with sales and product teams to tailor value propositions and business cases to align with client needs and priorities.
  • Sales Support & Alignment: Provide support to sales teams by participating in client presentations, demonstrations, and negotiations, offering expertise on value messaging and positioning.
  • Documentation and Reporting: Maintain accurate records of client interactions, value assessments, and outcomes, and generate reports to track progress and communicate value realization to stakeholders.
  • Value Mode Refinement: work with the BVA team to continue to refine the value model that supports all value-based tooling and content. Participate in quarterly reviews of the model and provide guidance on how to improve it, specifically to address unique value propositions for the region.

Requirements

  • 8+ years of experience as a value practitioner or management consultant with exposure to cloud, network, and cybersecurity technologies.
  • Excellent communication and interpersonal skills, both written and verbal, to effectively engage with customers and collaborate with internal stakeholders.
  • Strong negotiation skills with the ability to manage ambiguity and navigate unforeseen obstacles gracefully.
  • Detail-oriented with the ability to analyse data, identify trends, and draw meaningful conclusions, especially in complex deal cycles.
  • Self-starter who truly enjoys working in a fast-paced, innovative cloud services company.
  • Strategic thinker, collaborative, and desire to continuously learn.
  • Preferred BS/BA degree in Marketing, Business, Engineering, or related field

What Makes Cloudflare Special?

We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.

1.1.1.1: We released to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you'd like to be a part of? We'd love to hear from you

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at or via mail at 101 Townsend St. San Francisco, CA 94107.
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