Cloud Economics Specialist

2 days ago

Sydney, New South Wales, Australia beBeeCloud Full time $150,000 - $200,000

Unlock Your Career Potential as a Cloud Economist

  • This position involves strategic customer engagement, leveraging business value analysis to drive large deals with existing customers and targeted prospect accounts.

The team operates as a financial selling resource to account teams, delivering on subscription targets, business value presentations, TCO and ROI analysis, and supporting executive-level engagements on purchasing frameworks.

In this leadership role, you will execute consistently while achieving annual contribution targets for the region. Customer engagements are executed individually, and strategies are developed to address unique customer needs.

This position reports directly to the Director of Cloud Economists.

Key Objectives:
  • Partner with sales leadership to identify target customers and prospects for Enterprise Agreements, Financial Value Selling, and custom procurement models.
  • Deliver on annual OKRs for # of Cloud Economist engagements, win rates, and bookings contribution.
  • Develop and execute large deal strategies within the ANZ region.
  • Collaborate with the global Cloud Economist team to evolve best practices and adapt to opportunities.
  • Expertise in subscription and financial selling within the theater.
  • Partner closely with deal desk on deal construct, pricing policy, and commercial terms used within the ANZ region.
  • Provide leadership on business value discussions with customers and prospects, including TCO analysis and ROI calculation of cloud platforms compared to public cloud alternatives.
  • Enable sales teams on how to leverage purchasing frameworks, licensing transitions, and sales programs.
  • Demonstrate values of Hungry, Humble, Honest, and Heart with the team, organization, and customers.
  • Ensure Cloud Economist engagement data is up-to-date in tracking tools.
  • Report on engagements, expected deal size, timing, and forecast for team contribution.
  • Design and communicate strategies for creating pipeline for large deals and a consistent process for customer engagement through the sales cycle.
Requirements:
  • 10+ years of relevant experience in technology sales or consulting, subscription selling a plus.
  • Extensive experience in the ANZ region with demonstrated success positioning and winning large deals.
  • Customer Executive level engagement and discussion experience.
  • Financial modeling capabilities in an IT context (ROI analysis, TCO Analysis, Cloud Costing, etc.).
  • Knowledge of financial budgeting practices, capital vs. operating expense, financing, and software purchasing frameworks.
  • General financial analysis principles (Discounted Cash Flow, Net Present Value, ROI).
  • Strong MS Excel skills.
  • Able to work in a fast-paced environment with cross-functional teams.
  • Self-directed with autonomy to build personal brand.
  • Strong communication, time management, problem-solving skills.
  • Undergraduate degree in business, economics, or equivalent.
  • Masters or MBA preferred.
  • Fluent English language skills required.

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