Director, Business Value

Braze is looking for a strategic-thinking, sales-focused, and execution-oriented leader for our Business Value Consulting team in AMER. Reporting to the Vice President of Strategic Consulting and part of the wider Marketing, GTM Strategy, and Operations Department, this role will:

• Define and articulate Braze’s value across our products, technology, and services.
• Lead and unify Braze’s value proposition and narrative both internally and externally across industries.
• Act as a strategic partner to GTM Strategy and Sales Leaders at Braze, informing and influencing GTM strategy and motions.
• Collaborate across teams including Marketing, Product Marketing Management (PMM), Sales, Success, and Partnerships.
• Establish a value narrative across products, industries and competition. 
• Develop enablement materials for GTM teams as well as scalable solutions 

• Champion Value Selling:
• Execute collaborative value assessments with key strategic accounts. Develop repeatable plays for Sales teams based on successes and key learnings. 
• Articulate value propositions and translate sales learnings into scalable learnings for GTM teams.
  
• Sales Support:
• Support latter stages of sales cycles with deal engineering, proposal build, and negotiation.
• Establish credibility with customer executives based on experience with digital transformation and large capex projects.
  
• Strategic Account Engagement:
• Coordinate and lead business strategy discussions with strategic accounts.
• Quickly learn customer industry and business models.
• Identify critical stakeholders and navigate decision-making processes.
  
• Value Tools and Content Development:
• Create, update, and manage both new and existing self-serve tools/content that help GTM members convey Braze’s value.
• Develop scalable tools like value assessment tools, data-led content, and dashboards that capture value realization.
• Support the GTM Enablement team to creating content for large-scale programs 
  
• Team Development and Scaling:
• Refine existing ways of working, tools, and content.
• Plan and build for the future, including vision planning, hiring, cross-functional collaboration, and initiating new projects.

• Experience:
• 7-10+ years of professional experience in value management, value consulting, or value engineering
• Proven track record of engaging and challenging senior executives with a strong point of view.
  
• Skills:
• Business and technical acumen with the ability to engage in discussions about digital transformation and industry trends.
• Experience building quantitative and qualitative analyses.
• Excellent verbal and written communication with strong attention to detail.
• Ability to analyze and interpret data, transforming it into a compelling, customer-facing story.
  
• Soft Skills:
• Team player thriving in cross-functional work settings with Sales, Marketing, Business Intelligence, and Product/Engineering.
• Innovative, high-energy, entrepreneurial self-starter experienced in taking initiative in fast-paced environments.
• Willingness to travel up to 40% to meet strategic customers.
  
• Nice to Haves:
• Experience in building and scaling a Value Consulting practice 
• Familiarity and comfort with senior executive collaborations
• Solid understanding of marketing concepts such as customer lifecycle, engagement, paid media, marketing growth frameworks, and ROI modeling.

• Define, Align, Enable:
• Work with GTM leadership to clearly define and align Braze’s value narrative.
• Partner with Learning & Development teams to enable the GTM organization and improve onboarding processes.
  
• Self-Service Value Tools:
• Manage and advance self-serve tools/content for GTM members.
• Tools include assessment tools, data-led content, and value dashboards.
  
• Team Management:
• Set up and scale the Business Value Services team.
• Engage in vision planning, hiring, and fostering cross-functional collaboration.
  
• External Influence:
• Speak as an expert at company kick-offs and influence the organization to lead with value.
• Advisor to internal executives.
  
• Mentorship:
• Provide ongoing mentorship to value consultants, guiding them in career development, skill enhancement, and professional growth through regular feedback, tailored development plans, and support for achieving career milestones.
• Mentor value team members on enablement best practices.
• Coach team members and share experience to elevate the value consulting program.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $188,000 - $212,000/year with an expected On Target Earnings (OTE) between $235,000 - $265,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, Braze offers full- and part- time employees a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that all Braze employees own a piece of our company.