Principal Value Engineer - Segment

Twilio

Full Time

6 months ago

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See yourself at Twilio

Join the team as our next Principal Value Engineer on Twilio’s Segment GTM team.

Who we are & why we’re hiring

Twilio powers real-time business communications and data solutions that help companies and developers worldwide build better applications and customer experiences.

Although we're headquartered in San Francisco, we have presence throughout South America, Europe, Asia and Australia. We're on a journey to becoming a global company that actively opposes racism and all forms of oppression and bias. At Twilio, we support diversity, equity & inclusion wherever we do business.

About the job

Segment Value Engineering is closely aligned with the Global Sales and Customer Success organizations, directly supporting sales and renewal pursuits within our top accounts. Our primary focus is to directly engage with customer executive teams to help articulate the tangible, strategic, and financial impact that our platform can deliver to their organizations. We are looking for a highly talented, creative, self-motivated individual to help our teams articulate how Segment solutions enable our prospects and customers to meet their key strategic and financial objectives. As part of the US Value Engineering team, you will be empowered to be a “go-to person” for sales and customer success management and help define our strategy for supporting, educating and scaling the Value Engineering program in the US.

Responsibilities

In this role, you’ll:

Be the “go-to person” for sales management in your supported territory for value related expertise and drive value selling in top Enterprise accounts
Partner with sales management, sales engineering, customer success and other pre and post-sales functions to grow the amount of value related activity
Build and deliver compelling, CFO-ready business case presentations and financial models (ROI & TCO) aimed at accelerating, justifying, and/or expanding sales and renewal opportunities
Work closely with prospective and existing customers, alongside sales and other functions, to identify, prioritize and quantify key business drivers and metrics, and help customers understand how our solutions will help them achieve their strategic and financial goals
Facilitate internal and external discovery to map out customers' "as is" and "to be" business processes across a wide range of companies and industries with the goal of identifying and prioritizing key business value drivers
Educate Segment account teams on value management best practices and trends to improve value-based selling and implementation strategies
Scale value expertise through the development of GTM assets, enablement, and POVs
Lead and amplify Segment value messaging at customer-facing events

Qualifications

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

Required:

8-12 years of experience in management consulting, value consulting, value engineering, solutions consulting, financial/investment analysis and/or other applicable roles
Strong executive presence and presentation skills, comfortable collaborating with and presenting to C-suite executives (CIO, CMO, CFO, board-level) at Enterprise companies
Strong story-telling skills with the ability to deliver compelling messages with actionable recommendations
Self-starter that is comfortable initiating and leading cross-functional programs within a fast-paced startup environment
Results-oriented, strategic thinker
Deep quantitative analysis and financial modeling skills, with proven business insight and judgment
Thrive in working collaboratively and cross-functionally, particularly with Sales, Customer Success, Solution Engineering, and other key partners outside of GTM
Working knowledge of the CDP landscape and use cases related to Data Engineering, Personalization and Customer Insights

Desired:

Experience leading SaaS customer/client engagements preferred
Bachelor's Degree with a financial focus, equivalent work experience, or MBA from a top tier program preferred
Experience in technology or Enterprise Software preferred

Location

This role will be remote, and based in the USA.

Travel

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

If this role isn't what you're looking for, please consider other open positions.

Other Notes:

*Please note this role is open to candidates outside of Colorado, California, New York, and Washington. The information below is provided for candidates hired in those locations only.

The estimated pay ranges for this role are as follows:

Based in Colorado: $124,560.00 - $155,700.00.
Based in New York, Washington State, or the San Francisco Bay area, California: $138,400.00- $173,000.00.
This role may be eligible to participate in Twilio’s equity plan. All roles are eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.
This role is eligible to earn commissions.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

Twilio is proud to be an equal opportunity employer. Twilio is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Twilio is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please contact us at accommodation@twilio.com.