Principal Consultant, Business Value Advisory

Citrix ,
London, Greater London
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Job Description

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device: YOU! What we're looking for: You are a highly skilled, customer-facing Principal Consultant, Business Value Advisory . You are a business consultant that will interface directly with C-Suite and Director level contacts of strategic enterprise accounts. This is a sales role. You will investigate, document, and author business value proposals and will work jointly with Citrix's Sales team to craft the executive-level presentations for our largest opportunities. Position Overview In this role you will collaborate with account executives, Presales, Customer Success, Professional Services, and Marketing to establish a shared vision with our customers and help them achieve their strategic goals. You possess an inquisitive, visionary mindset and are able to hold in-depth value-oriented conversations with CXOs and line-of-business (LOB) leaders. You identify, document, and communicate the comprehensive impact that digital transformation has on an organization. Previous value engineering experience is preferred. Role Responsibilities The primary duties for the position include but are not limited to: Advise Citrix Sales & Marketing * Proactively engage target accounts and respective account teams with value engineering methodology. Interface with sales teams in demand generation activities based on sales playbooks focused on both functional areas and target industries. * Collaborate with WW Readiness to establish and provide enablement training on how the WW field sales team can leverage VE content, collateral and playbooks * Collaborate with Citrix Marketing to bring marketing messages into sales campaigns. Advise Marketing of types and frequency of business issues you encounter in the field to better focus Citrix marketing messages. Advance Citrix Industry & Domain Insights * Provide oversight and ownership of value engineering collateral creation including industry primers, vertical playbooks, executive interview guides, TCO calculators etc. * Work closely with other value engineers, presales engineers and CCS enterprise architects to contribute to analytical models and findings. * Develop expertise around vertical specific KPIs and business objectives and formulate how Citrix solutions can address those objectives. Supplement customer objectives with knowledge of vertical and industry trends. Lead Citrix Customer Engagements * Lead strategic customer facing engagements and workshops to understand business objectives, strategic IT trends and desired outcomes. * Conduct value discovery sessions with Citrix prospects & customers. Capture customer objectives and ensure outcomes are documented to demonstrate quantifiable business value related to Citrix solutions. * Maintain a high speed of delivery across multiple customer-facing and internal initiatives * Assist in the production and delivery of executive level presentations in the field. Qualifications (Knowledge, Skills, Abilities) Business Proficiency * Ability to present and discuss strategies and technical information in a manner that establishes rapport, persuades others, and establishes understanding for technical and non-technical audiences. * Proficiency in analyzing business growth strategies and operational structures and workflows * Financial modelling proficiency. Ability to estimate the financial impact of various solution alternatives. Technology Experience * Strong grasp of new and legacy enterprise IT systems and digital transformation trends * Experience with IT / Business alignment issues including reporting success metrics * Experience leading IT implementations for customers, authoring functional specifications, or prototyping applications and proof-of-concept / pilot deployments. Executive Skills * Proven track record communicating to executive level audiences. * Effectively multitask between initiatives with minimal oversight. * Excellent organizational and communication skills. * Positive customer service attitude. Basic Qualifications * Bachelor's degree from an accredited university or equivalent experience * Extensive industry experience in sales, sales engineering, or consulting * 5+ years strategic advisory experience (or equivalent) * Experience in B2B software industry * Prior Value Engineering or Business Advisory experience * Advanced business degree, such as an MBA * Combination of technical and business degrees * Bi-lingual English + additional language at native proficiency preferred Physical Demands / Work Environment * Flexible working * Typical office environment both in Citrix offices and customer offices * Expect 25-50% travel required *LI-RM1 What you're looking for: Our techno

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