Value Management Principal

Summary 

The Value Management Principal is a key enabler to rapid and continued growth throughout our Sales teams. This role is a leading problem solver with a comprehensive understanding of aligning business outcomes to quantifiable financial and operational metrics. You are a skilled communicator experienced at selling and negotiating large, complex enterprise deals. The Value Management Principal will directly and indirectly impact achievement of overall revenue targets by engaging a wide range of internal and external audiences from operational leaders to C-level / senior executives to create iron-clad business cases and build strategic roadmaps to expand value. Internally, you lead cross-functional teams in high-profile strategic initiatives focused on driving broadly executable value principles throughout the customer lifecycle.

What You’ll Do

•  Develop relationships and lead discussions with multiple C-suite personas (e.g., CFO, CIO, CTO).  Provide thought leadership to C-level leaders of complex organizations around aligning strategic business initiatives to tangible metrics and outcomes that Workiva can drive for them

• Embody Workiva’s vision at business summits and executive roundtables, advocating for our solutions and thought leadership

• Support client relationship mapping with the account team, orchestrating an account strategy across the core account team (Account Executive, Services Sales, Solutions Engineering, Marketing, and Customer Success, etc.)

• Lead and coordinate strategy of the business value program through the lifecycle, from Product Development to Expansion and Renewal

• Lead, help develop and coordinate key strategic initiatives organizationally such as Value strategy and messaging for our Partners community, customer value realization, growth of wallet-share, with the intention of scaling Value Management principles across the Workiva organization and our Partners

• Partner with executive sales and Customer Success leadership to drive strategy around value positioning and broad adoption of value management principles across geographies, industries, and customer teams

• Mentor and help train incoming and existing Value Management team members to drive operational excellence and scalability of the program

•  Lead both continuous improvement and net new initiatives related to customer value, business case development, value realization, build vs buy modeling, and case studies    

• Advise on or lead the evolution, and successful roll-out of repeatable tools, templates, business case models, and other assets for the Value Management team and other teams engaged in the customer lifecycle

• Partner with Commercial Desk to create in-deal and forward-looking strategies around pricing considerations for complex accounts

• Ensure appropriate handoff of customer desired outcomes, current state, and measures of success to Client Services and Customer Success teams upon deal completion, as well as broad consistency across business segments and territories

• Perform trend analysis and create/enable strategies for organizational consistency around the capture and validation of value drivers (metrics)     

What You’ll Need 

Minimum Qualifications 

• Requires a minimum of 10 years of Management/Strategy/Technology Consulting, Value Management, Finance leadership, or Product leadership experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 6 years of experience

• Extensive experience in financial business case modeling, including complex modeling as sometimes required for large cash-flow sensitive investments on a global scale

• Experience mentoring internal stakeholders, both on the Value Management team and otherwise, on the principles of Value Management in order to drive scalability and consistency of these principles

Preferred Qualifications

• Experiences joining industry and customer conferences, leading roundtable discussions, webinars, and other industry events

• Prior experience managing the implementation of strategic change around value management principles

• Proven success in conducting senior level engagements within complex organizations

• Strategic commercial structure, Go-to-market strategy, or Business and Digital Transformation a plus

• Skills in analysis, storytelling, executive presentation, demonstration, requirements mapping and collaboration with varying levels of an organization

• Proven leader who has driven results on an individual and team basis, delivers executive presence and strong business acumen

• Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines

• Thought leadership in developing scalable pursuit strategies, value roadmaps, and customer expansion strategy, and communicating them to senior internal stakeholders

• The ability, and desire, to work successfully in a high-energy, fast paced, rapidly changing environment is necessary

Travel Requirements & Working Conditions

• Up to 40% travel

• Reliable internet access for any period of time working remotely and not in a Workiva office

How You’ll Be Rewarded

✅ Salary range in the US: $169,000.00 - $288,000.00

✅ Eligible for commission based on sales performance

✅ Restricted Stock Units granted at time of hire

✅ 401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Workiva is an Equal Employment Opportunity and Affirmative Action Employer.  We believe that great minds think differently.  We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

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