Business Value Advisor

About the Role

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 pre-sales support across the Americas to help prospects understand and maximize the value of their investment in Airship’s solutions. Primary duties include, but are not limited to, prospect research, creating compelling data-backed business cases, ROI projections, and presenting the value that can be derived through their multi-year partnership with Airship. You will advise buying teams across the Americas on strategies to increase revenue, operational efficiency, customer retention, 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 support customer engagements from initial discovery to value proposals and Quarterly Business Reviews (QBRs) by creating presentations, calculating value realization metrics using existing models, and helping articulate the business impacts of Airship’s solutions. Drawing on your analytical and communication skills, you will work closely with Enterprise Sales Representatives and Account Managers to ensure the seamless delivery of meaningful, data-driven insights that help drive decision-making and customer success. We are looking for a driven and inquisitive individual who can effectively communicate how our solutions help our target accounts transform their businesses and support their strategic objectives.

What You'll Do

• 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 quantifiable value potential
• Deliver assessments & presentations to enable our target accounts to make decisions and take action
• 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
• Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
• Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

What We're Looking For

• 4+ years of professional experience, ideally in consultative or 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 prospect teams, 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, Solutions, Engineering, and other key partners
• Experience experimenting with AI tools in your personal or professional life - or an eagerness to learn!

We'd Be Delighted If You Also Have

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

Work Location & Travel Requirements

Airship’s ‘Digital First’ approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.

Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely. 

This position is fully remote and may require up to 10% travel based on business needs or as requested by your manager.

Compensation

Airship’s compensation is determined by a variety of factors including market data, business needs, and geography. Base pay is part of your total compensation package and is dependent on multiple factors, including: relevant skills, work experience, business priorities, market demands, and location. 

The starting base pay range for this position is: $$90,000 - $95,000 USD per year. Some roles may also be eligible for commission, bonus, or other performance incentives. Airship believes that employees should have the opportunity to benefit from value-creation, so equity is also offered with this role. In addition, Airship offers a robust benefits package as part of our Total Rewards approach to compensation.

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