Value Engineering Director (Remote, United States)

Dynatrace is a leader in unified observability and security, and they are seeking a Value Engineering Director to shape how enterprise customers understand and realize the business impact of their software investments. The role involves developing compelling value propositions, financial business cases, and strategic insights while collaborating with various internal and external stakeholders.

Responsibilities:

• Part of a global team that understands and conveys the unique capabilities and value of the Dynatrace platform and how it drives business outcomes
• Work directly with internal partners (Sales and Sales Management but also, Customer Success, Services, Partner leads, Marketing) as well as with external collaborators (customers, partners) to identify and conduct value realization studies and baselines
• Develop and help present compelling value propositions, proposals, and business cases, and then track post-sales benefit realization in support of Dynatrace’s largest customers and opportunities
• This will likely require positioning these business cases in conjunction with the sales team to C-Suite level contacts
• Identify, define, quantify, and deliver business value to prospects and current customers for upselling opportunities
• Help sales teams deliver engaging discovery interviews with IT teams to uncover value outcomes and opportunity areas
• Be responsible for the tracking of the global opportunities utilizing value realization and providing model feedback to help improve value realization strategy
• Be responsible for the underlying value model framework and help develop additions to the model and new value opportunities arise
• Develop and deliver training material in conjunction with the sales enablement team to enable sales teams and the broader ecosystem
• Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward
• Ability to work independently and creatively
• Collaborate with the broader enablement and become an active member of the team by leading initiatives that advance our global practice

Requirements:

• 8+ years of experience in a strategic, customer-facing role such as value engineering, management consulting, enterprise pre-sales, strategy, or a related discipline
• Bachelor's degree or equivalent relevant professional experience
• Proven ability to identify, quantify, and communicate business value, including development of ROI models, value realization studies, and financial business cases
• Experience partnering with Sales and senior customer stakeholders, including presenting and positioning business cases to executive and C-suite audiences
• Strong consulting skill set, including discovery, analysis, quantitative modeling, structured storytelling, and persuasive presentations
• Solid business and financial acumen, with the ability to interpret financial statements, earnings materials, and executive communications
• Demonstrated experience working cross-functionally with teams such as Sales, Customer Success, Marketing, Services, or Partners
• Excellent verbal, written, and presentation skills, with experience delivering data-driven narratives
• Strong project management skills and the ability to manage multiple initiatives in a fast-paced environment
• Self-directed, independent working style with a 'get it done' mindset