Senior Value Engineer

Cribl is a rapidly growing, remote-first company that focuses on delivering exceptional customer experiences. The Senior Value Engineer will engage with sales teams and customers to explore the business value of Cribl, develop comprehensive business cases, and empower sales teams with value content and tools.

Responsibilities:

• Engage, Consult and Influence: Partner with sales teams and customers, employing a value-based selling approach to create compelling narratives and business cases. You'll help the customer answer the 3 key questions: "Why change?", "Why Cribl?", and "Why now?"
• Lead Discovery Sessions: Conduct technical value discovery sessions with senior executives and technical staff, asking questions and providing insights that help shape their business case for Cribl
• Craft Business Cases: Develop comprehensive business cases for new business, expansions, and cross-sell opportunities, as well as value realization analyses to propel renewals
• Innovate and Build: Create value discovery questions, financial models, and frameworks for new use cases and products. Develop and maintain a value metrics database for internal and customer use
• Empower Sales Teams: Enable our sales teams to become proficient with self-serve value content and tools, ensuring they can independently explore and communicate value to customers
• Travel Opportunities: Enjoy a dynamic role that includes occasional travel (10% to 20%) throughout the year. There is the usual customer travel, but what you should really look forward to is Cribl Kickoff, which occurs over a week each year. It’s an incredible time to engage, learn and most importantly, have fun with other Criblians

Requirements:

• Driven and Collaborative: You have a strong work ethic, a 'get things done' attitude, and thrive in a team environment. Looking for someone who has grit
• Detail-Oriented and Analytical: Your structured thinking and keen eye for value enable you to create detailed and accurate business cases. You excel in financial analysis and modeling, particularly around TCO and ROI concepts
• Proactive and Adaptable: You're a self-starter who thrives in unstructured, fast-paced environments and enjoys taking ownership of projects
• Trusted Advisor: You build and maintain strong relationships with customers and sales teams, providing valuable insights and guidance
• Polished Communicator: You can present complex analyses clearly and persuasively, both verbally and in writing
• Selling Expertise: Familiarity with Force Management, Challenger Selling, MEDDPPICC and 3 Why methodologies
• Technical Expertise: You have expert-level skills in Google Sheets and Slides
• Educational Background: A Bachelor's degree is required, with a preference for business management, finance, accounting, economics, information systems, or computer science
• Experienced Professional: For the Senior VE role looking for 5 to 10+ years in enterprise software strategy / business operations, technology / management consulting, investment banking or value engineering
• Technical Knowledge: Familiarity with networking, cloud infrastructure, IT operations, observability, and/or security is a plus
• Being familiar with tools like Omni, SFDC, Clari, Decision Link, Ecosystems, Mediafly, and Spotlight is a plus
• A MBA from a top-tier institution is highly preferred
• For the Principal VE role looking for 10+ years of experience