Director, Business Value Consulting

About OutSystems

One of the fastest growing B2B software companies in the world, OutSystems is on a mission to change the way software is built. We are looking for talented and motivated people to join us as we enable every organization to innovate through the power of software. The OutSystems modern application platform empowers customers to build, deliver, manage, and evolve the software that makes a difference to their business. With high-productivity, AI-assisted tools, customers can quickly tackle any strategic challenge such as application modernization, workplace innovation, business process automation, and customer experience transformation. The OutSystems platform also ensures solutions are secure, resilient, cloud-native, built to scale, and most importantly, can be continuously evolved.

By delivering a best-in-class, state-of-the-art offering, OutSystems has achieved global scale and experienced tremendous recent growth. Today, OutSystems has more than 350,000 developer community members, 1,200 employees, 300 partners, and thousands of active customers in over 60 countries and across 22 industries. Founded in 2001 and headquartered in Portugal, OutSystems now has global offices in the United States, the United Kingdom, the Netherlands, Germany, the UAE, Japan, Hong Kong, Malaysia, Australia, and Singapore, as well as a thriving, world-wide community of remote employees.

OutSystems team members are at the core of a dynamic, industry-leading company that is helping customers of all sizes and across the globe to build applications fast, right and for the future.

About This Role

Director, Business Value Consulting role is strategic to the company's growth and scale and is the accelerant to the company's overall sales and customer success mission. It will drive a faster and more predictable ramp of revenue, increase productivity of quota carriers, advance customer adoption and success, and will play a key integration role between Product Management, Marketing, and field teams.

The ideal candidate will be highly credible and have 8+ years successful experience operating within discrete (or non-discrete) quota carrying functions, will be an expert in strategy and business consulting through C-Level connections and engagements and have significant experience shaping and articulating the impact of software on a customer's change agenda.

What You Will Lead/Do or Key Responsibilities

• Build, execute, and embed the Value Consulting function in APAC regions. Establish yourself and the function as genuine Business Partners to the field leadership as critical sales experts providing additive value to the sales motion, customer interactions, adoption, and overall success.
• Support the Sales and Customer Success motions by directly engaging with field teams and customers to build strategic, compelling, well aligned, and objective business justifications that drive customer success and adoption of the OutSystems platform. This role is predominantly a customer facing role.
• Drive repeatability and best practice by integrating and embedding value-based expertise, packaged tools and repeatable approaches observed from work in the field into the broader field selling motion. Look for opportunities to build and lead scalable programs and to interlock with other OutSystems functions.
• Coach Sales teams on expert solution methodologies. Partner with the regional leadership team ensuring continuous improvement in the role-based skills necessary to succeed, including the inspection of and execution of sales opportunities, repeatability of the sales methodology, and the use of value selling solutions and techniques in the customer buying experience and customer success mission.
• Provide strategic planning and coaching with sales leadership, field sales teams and supporting organizations on the execution of their campaigns and opportunities utilizing supported value-selling methodologies and resources.
• Coach and develop field leaders by executing with them the best practice techniques and business cadence to ensure each is maximizing and continuously evolving the value they deliver to their assigned field sales teams, prospects, and customers.
• Drive interlock between sales, technical functions, services, product, and customer success managers to build, increase and accelerate opportunity value while ensuring customer success through solid value realization plans which speed usage and adoption.
• Innovate within teams and across other key LAER functions to develop new propositions, methods, tools, and advisory workshops that accelerate, improve, and scale the selling motion across all phases while increasing the company's growth trajectory.
• Help to integrate value selling and expert functions into messaging, sales plays, demos, and proof events for optimal sales acceleration.

Qualifications / What You Need to Succeed

• 10 + years high-tech field experience in sales, sales leadership, and/or consulting in both start-up and maturing, high-growth companies.
• Strong knowledge of the traditional and modern application development technologies and frameworks, including mobile, agile methods, and devops.
• Expert in the C-suite and aligning solutions to business and technology needs, driving repeatable positive outcomes for both sales and customer success.
• Strong executive presence and polish internally and externally.
• Consistent track record in over-achieving quarterly and annual goals in sales and sales leadership roles as well as in field-supporting roles.
• Experience selling complex solutions to the Global 2000 or Fortune 500.
• Must have high ethics, integrity, and humility and be able to work collaboratively with other teams.
• Demonstrated leadership of cross-functional teams tasked with full lifecycle support for sales through to customer success - must have a demonstrated ability to influence others.
• Strong sales strategy analysis and a good understanding of how application development teams support the business.
• Solid business case creation and analysis skills using highly consultative approach.
• Excellent financial and business acumen in multiple business functional areas.
• Willing to travel significantly.

What we have to offer you

• A company that continues to grow, change, and innovate, and gives our teams the space to be proactive and creative.
• Real career opportunities. We care about growth and development. Vertical career progression is an obvious possibility, but we also offer the possibility for lateral moves, joining different teams, and mastering specific skills.
• Work colleagues that are as smart, hardworking, and driven as you – and a team that is global.
• A company culture that is based on transparency, teamwork, and excellence (as promised in our Small Book of the Few Big Rules and delivered every day.)
• Disrupting the status quo is in our DNA. In fact, it is why our company exists.
• We Ask Why a lot. It helps us connect our individual work to the bigger picture and sometimes even uncover a better way.

Are you ready for the next step in your career Then we would love to hear from you!