Business Value Consultant

2 weeks ago

Sydney, Australia Splunk Full time

Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey

Our Splunk Family in Australia/ New Zealand are a results’ driven and collaborative bunch spanning functions across sales, customer success, support, marketing and G&A functions. We love to work as a team, celebrate success and learn from our losses. We have a phenomenal team culture with weekly team lunches, business celebrations, volunteering activities and a culture based on respect, transparency and always doing the right thing

**Role**:
As a Business Value Consultant, you will develop and execute strategies that build pipeline opportunities, drive growth, and efficiencies within your assigned sales district. You will work with the sales management teams to develop an account strategies and assist in determining multi-year plans to expand Splunk's portfolio across the key buying centers and into the lines of business. Strategic priorities and execution will be governed by the customer’s business imperatives and mapped to Splunk's capabilities across the portfolio to meet and exceed the customer’s desired outcomes. You will also partner with our sales leaders to drive the operational cadence, consult on critical accounts and opportunities, and assist in the preparation of content to include sales campaigns, deal framing, pricing structure, and negotiation strategies.

**Responsibilities**:
Assists with the framing of deal “psychology” within an account
- Craft a value hypothesis
- Earn a seat at the table at the C-Level
- Build an economic foundation to eventually support a business case
- Achieve our data-to-everything vision
- Develop a pipeline toward what matters to our customers
- Reduce year-to-year renewal risk
- Value alignment, definition, creation
- Includes people/skills and process gaps
- Aligned to the customer’s strategic imperatives and endorsed by the Executive Buyer.
- Support C-level meetings in global account base
- Attend AVP forecast calls
- Deal strategy, planning, and review calls
- Ongoing quarterly touchpoints with customer executives
- Build and position transformation programs at the account level
- Define and build transformation programs and 3-year value programs in the accounts
- Work in conjunction with sales and account leadership to define Splunk positioning in the account including expected revenue to increase Splunk SOW (share of wallet)
- Define Splunk program in the account and work with the extended Splunk ecosystem and GSI’s (Accenture, Deloitte, E&Y) to define the program and associated sales campaigns

**Requirements**:

- 10+ years of selling enterprise SaaS experience combined with leading SaaS sales teams (2nd line experience a plus)
- Experience closing 7 & 8 figure software sales/SaaS deals and references to prove success.
- Success with development & refinement of multi-year adoption strategy & construction of a comprehensive business case
- Experience with an iACV comp model

  • Business Value Consultant

    2 weeks ago

    Sydney, Australia Splunk Full time

    A little about us. Splunk is here to build a safer and more resilient digital world. We’re proud to say that we’re the key to enterprise resilience for more than 11,000 enterprise organizations that use our Unified Security and Observability Platform to keep their systems secure and reliable. We’re also especially proud of our award-winning culture and...

  • Business Value Consultant

    6 days ago

    Sydney, Australia WalkMe Full time

    WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their...

  • Business Value Consultant

    6 days ago

    Sydney, Australia HubSpot Full time

    **Who We Are**: At **HubSpot**, we're passionate about growth—both for our customers and our people. Our industry-leading software empowers hundreds of thousands of businesses worldwide to scale and succeed. We believe in flexibility, innovation, and fostering a culture where our employees can do their best work—wherever they are. While our ANZ...

  • Principal Business Value Advisor

    2 weeks ago

    Sydney, Australia Atlassian Full time

    Overview: We're looking for a highly talented and passionate individual as we continue to build and scale our Business Value Advisory practice. This person has the ability to rapidly develop deep insights into large, complex enterprises and help shape our customers' change agendas. You will work directly with our direct sales organisation and channel...

  • Consultant, Sydney

    1 week ago

    Sydney, Australia Business Sweden Full time

    The Sydney office is part of the APAC team, working closely with all the colleagues around the world and within our Industry and Service Networks. We deliver advisory and consultancy services related to commercial excellence and revenue growth across various sectors. Our consultancy scope includes for instance market entry and growth strategy, M&A, public...

  • Associate/consultant, Sydney

    2 weeks ago

    Sydney, Australia Business Sweden Full time

    The Sydney office is part of the EAPAC team, working closely with all the colleagues around the world and within our Industry and Service Networks. We deliver advisory and consultancy services related to commercial excellence and revenue growth across various sectors. Our consultancy scope includes for instance market entry and growth strategy, M&A, public...

  • Value Solutions Consultant

    6 days ago

    Sydney, Australia Coupa Full time

    Sydney, Australia Sales - Solutions Consulting / Mid Level / Hybrid Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower...

  • Bi&o Specialist, Business Sweden Sydney

    6 days ago

    Sydney, Australia Business Sweden Full time

    **Do you want to provide administrative support to a company that aims strengthen trade relationships between Sweden and Australia? Business Sweden are now looking to hire a Business Incubation and Operation Specialist in Sydney.** Business Sweden is jointly owned by the Swedish state and the Swedish private sector. Business Sweden has a unique mandate to...

  • Business Consultant

    2 weeks ago

    Sydney, Australia Firesoft People Full time

    **Business Consultant** - How do you feel about your current business and career progression? Do you feel excited to start work every day? - Do you want to work for a company that really listens and values your opinion? - A company that encourages movement through different verticals! - A company that understands that the old 9-5 workday model is outdated! -...

  • Ukg Consultants

    2 hours ago

    Sydney, Australia fusion Business Solutions Pvt. Ltd. Full time

    We are a project delivery organization that likes to see its clients get complex IT projects done without the headache and delays often experienced in this industry. Our Core Values: - We do the right thing - We take care of our team - We always add value to the client - We are experts in our field and use that expertise to improve ourselves, our company,...