Available Locations: Singapore & Sydney, Australia
What we’re looking for:
Provable ROI in the form of extraordinary value to customers is in our DNA; whether it’s giving away our service for free, adding new capabilities at no extra charge or removing egress fees, Cloudflare is famous for demonstrating the outsized value of our customers’ investments in us. We want an experienced value advisor to join us to develop and execute strategies that build pipeline, drive growth, and efficiencies within an assigned sales region or team.
The Business Value Advisor role is high impact, and requires a results-oriented, customer-centric advisor to be successful. You will work directly with Sales, Contract Operations, Pricing, Product Management, and Marketing to demonstrate the quantifiable value of choosing Cloudflare solutions over the competition. Much of the role will involve working with sales management to develop account strategies and assist in determining multi-year plans to expand Cloudflare’s portfolio across the key buying centers and into the lines of business.
You will bring a consultative approach to the role and develop TCO and ROI value models based on customer business outcomes. You will develop a complete understanding of Cloudflare’s advantages over the competition to develop customer-centric, C-level business cases that have the ability to accelerate the sales cycle. You will display a deep understanding of the differences between cloud vs. on-premises solutions, CapEx vs. OpEx, and you will be comfortable presenting to customers and sellers.
Data-driven approach with a bias towards action, you will enjoy this role if you like working with fast-paced teams, having autonomy to drive your initiatives, and having the opportunity to build out the global value advising program. This role is a part of our Go-To-Market Operations team and reports into our Strategic Deal Support team. This will be a highly visible role within the organization, which will have a significant impact on the long-term growth of the fast-growing Cloudflare business.
Responsibilities
- Business Value Assessments: Conduct analyses and assessments to quantify the potential business value and ROI of proposed solutions by working closely with customers and sales through meetings, calls, and emails to understand their business challenges, objectives, and requirements.
- Customer Engagement: Foster strong client relationships by serving as a trusted advisor, delivering insightful value assessments, and supporting ongoing value realization efforts post-implementation.
- Solution Customisation: Collaborate with sales and product teams to tailor value propositions and business cases to align with client needs and priorities.
- Sales Support & Alignment: Provide support to sales teams by participating in client presentations, demonstrations, and negotiations, offering expertise on value messaging and positioning.
- Documentation and Reporting: Maintain accurate records of client interactions, value assessments, and outcomes, and generate reports to track progress and communicate value realization to stakeholders.
- Value Mode Refinement: work with the BVA team to continue to refine the value model that supports all value-based tooling and content. Participate in quarterly reviews of the model and provide guidance on how to improve it, specifically to address unique value propositions for the region.
Requirements
- 8+ years of experience as a value practitioner or management consultant with exposure to cloud, network, and cybersecurity technologies.
- Excellent communication and interpersonal skills, both written and verbal, to effectively engage with customers and collaborate with internal stakeholders.
- Strong negotiation skills with the ability to manage ambiguity and navigate unforeseen obstacles gracefully.
- Detail-oriented with the ability to analyse data, identify trends, and draw meaningful conclusions, especially in complex deal cycles.
- Self-starter who truly enjoys working in a fast-paced, innovative cloud services company.
- Strategic thinker, collaborative, and desire to continuously learn.
- Preferred BS/BA degree in Marketing, Business, Engineering, or related field
