This is an exciting opportunity to join a growing team representing a blend of frontline commercial execution and long-term strategic thinking. This individual will provide global presales support to help prospects understand and maximize the value of their investment in Airship’s solutions. Primary duties include, but are not limited to, providing tailored recommendations on how prospects need to advance to meet their ambitions in the mobile space and the value which can be derived through their multi-year partnership with Airship. This is done through operational audits, best practices, roadmap strategies with supporting business cases, and business value assessments with supporting revenue projections. You will advise executives and senior management teams worldwide on strategies to increase revenue, operational efficiency, platform adoption and NPS.

Business Value Services (BVS) is closely aligned with the Global Sales organization, directly supporting sales pursuits within our top verticals and accounts. Your primary focus will be to directly engage with prospect executive teams, helping articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you will develop C-level account strategies, value propositions & success metrics, and investment justifications for our most strategic prospects. You will also act as a trusted advisor to global sales management, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identifying new opportunities.

We are looking for highly passionate, driven and inquisitive individuals who can effectively communicate how our solutions can help our target accounts transform their businesses and support their strategic objectives.

Responsibilities

• Quickly become familiar with a prospect’s industry and business model
• Understand Value Proposition
• Capture relevant insights and data to assess needs and problems
• Translate recommendations into quantified value potentials
• Drive consensus and gain sponsorship across siloed customer groups
• Provide tailored messaging to C-level executives
• Deliver assessments & presentations to enable our target accounts to make decisions and take action.
• Sales Partnership: Work closely with internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
• Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
• Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

Minimum Qualifications

• 7+ years of professional experience, ideally in consultative and strategic customer-facing roles
• Results-oriented, strategic thinker that enjoys helping prospects "cross the chasm" from current state to future state
• Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
• Experience with quantitative analysis and modeling
• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
• Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
• Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, and other key partners
• MBA preferred

Preferred Qualifications

• Familiarity with technology and/or enterprise software preferred
• Experience in the B2C, Retail, Travel, Media preferred
• Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals preferred

Airship’s Talent Commitment

At Airship, we are committed to Attracting, Retaining and Growing Top Talent. To do so, we strive to make our innovative digital-first organization a great place to work and provide employees with compensation that is aligned to our Company mission and values.

Our culture is one of High-performance, Accountability, and Team Collaboration, and our Compensation structure is designed to reflect that.

Compensation at Airship
Airship’s compensation is determined by a variety of factors including market data, experience ladders, and geographical location. The starting salary range for this position is: $110,000 - $120,000 per year. Some roles may also be eligible for commission, bonus, competitive equity packages and other performance incentives. In addition, we also provide an extensive suite of Benefits offerings as part of our Total Rewards approach to compensation.

CCPA disclosure notice here.