Business Value Consultant - AI/ML Enterprise SaaS at People.ai
New York, US
Accenture has recently stated that “the impact of AI technologies on business is projected to increase labor productivity by up to 40% and enable people to make more efficient use of their time.“ A specific area that will have the largest impact is leveraging AI for greater revenue intelligence.
 
People.ai built and leads the emerging Revenue Intelligence market with our Revenue Intelligence System that empowers sales, marketing, and customer success teams to unlock full selling capacity. Companies like New Relic, Tanium, Lyft, Okta, and Mulesoft use People.ai to automate the capture of all contact and customer activity data, dynamically update their CRM and provide actionable intelligence across your management tools.
 
 
 
Business Value Consultant will support the Sales team through engaging with customers on the below points to enable Value-driven Sales of the People.ai system:
- Identify use cases aligned to address unique pain points
- Assist in the development of mutual value plans
- Conduct value workshops
- Develop ROI models to support a compelling business case
 

Responsibilities

    • Work with Sales Team (CEO, CRO, Account Executives, and Sales Engineers) to translate Customer’s Business Needs into defensible Value Delivered by People.ai through Mutual Value Plans.
    • Increase ASP by creating material value early in the sales process. Demonstrate an expert level understanding of the business value aspects of the People.ai solution, be a go-to for value delivery and calculation questions pre-sales from customers and sales counterparts.
    • Ramp as a trusted customer facing resource, as defined by having C-level enterprise conversations on People.ai unique Value Delivery and full trust and confidence from the Sales Team.
    • Have high-level conversations with C-Level Customers on unique Value Delivery of People.ai, as well as the ability to get into the weeds with Data Analysts to retrieve necessary information for Value calculations.
    • Deliver training modules for AE Enablement or company-wide training. Each consists of live training and enablement program. (New Use Case training, competitive updates on value, etc.)
    • Support value-based selling for Sales and Customer team by defining value-delivery framework, gathering key datapoints, and creating accurate (and defensible) Value propositions and calculations.
    • Maintain and develop ROI / Value calculation methods for all relevant People.ai use cases based on standard logic and observed impact.
    • Work with Marketing and Product to align sales messaging for new product release and strategic internal initiatives producing content (whitepaper, article, customer-facing documentation).

Requirements

      • 5+ years of client management or Value Delivery experience at a software company, or management consultancy (e.g. Deloitte, Accenture, KPMG). Some prior consulting experience strongly preferred.
      • Sales DNA - Excellent presentation capabilities, comfortable working with significant ambiguity.
      • Experience driving / exhibiting value through Data and Analytics (coding or technical experience preferred, but not required).
      • Consistent top performer - ability to navigate within and up an organization to deliver value highly desired
      • Experience in developing Value-driven, Analytical Business Cases surrounding revenue increase or cost decrease (ideally both).
 
Founded in 2016 and based in San Francisco, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners.