Director of Value Engineering - Palo Alto, United States - Obsidian Security

Description

Job Description

About Us:

Obsidian Security was founded in 2017 to solve the unaddressed blindspot of SaaS Security. SaaS applications provide the tools employees need to succeed and hold the business' most critical information. If those tools become unavailable or that data is jeopardized, there is a detrimental impact on the organization.

Obsidian proudly offers the industry's most comprehensive and powerful SaaS defense solution. We are committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible.

We're a passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today. We listen closely to our customers, iterate quickly, and (over) deliver to delight them. Working at Obsidian means contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.

About the Team:

As a Senior Value Engineer at Obsidian Security, you will play a key role in driving our mission to enable customers' digital transformation initiatives through secure SaaS adoption. You are our customers' trusted advisor and help them achieve their strategic goals. You will work in partnership with the Obsidian sales and customer success teams and be responsible for the end-to-end value journey of our customers, driving measurable business impact and accelerating adoption of the Obsidian Platform.

About the Role:

• Develop value engineering program - Establish a value center of excellence program for Obsidian.
• Strategic sales support - Account research and use case discovery, develop commercial insights, and support business value assets for strategic deals.
• Sales enablement support - Enable every salesperson to discover customer business value and build their own business case in a self-serve model.
• Sales assets - Create business value models, including financial models, ROI calculators, value playbooks, and boardroom-quality documents.
• Post-sales customer success support - Enable value communications post-sales through training and assets to support customer relationship development and quarterly business reviews.
• Market awareness - Possess & gain a thorough understanding of market segments & verticals, buyer personas, business drivers, and competitive landscape to build persuasive value models.
• Collaboration - Collaborate with key stakeholders across product, sales, and marketing to develop a value framework.

About You:

• 4+ years in value engineering, value consulting, management consulting, or financial analysis roles, preferably in a cybersecurity company or related industries.
• Strong verbal and written communication skills of qualitative and quantitative business cases to C-level executives.
• Self-starter and loves to roll up your sleeves to get stuff done, responsible and dedicated to customer success.
• Project management skills to manage project scope, expectations, and timelines.
• Strong analytical skills, experience in financial analysis and modeling of ROI and TCO.
• Industry benchmarking experience in major industries such as financial services, healthcare, telecom, technology, etc.
• Analytical with a data-oriented, ability to juggle many projects, and able to rapidly anticipate and adapt to shifting priorities.
• Ability to travel to support sales efforts.

Employee Benefits:

• Our competitive benefits packages are designed to support our employees' well-being, both at work and at home.Competitive compensation with equity and 401k
• Comprehensive healthcare with dental and vision coverage
• Flexible paid time off and paid holiday time off
• 12 weeks of new parent or family leave
• Personal and professional development resources

At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.