Business Value Consultant

Description

Sprout Social is looking to hire a Business Value Consultant for the Sales & Customer Experience team. 

Why join Sprout’s Sales & Customer Experience team?

The Sales and Customer Experience team shapes how Sprout powers the future of customer connection for today’s most innovative brands. We sell and support the leading social media management platform for businesses, helping organizations unlock the full value of social. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.

You’ll join a high-performing, collaborative team made up of some of the brightest minds in the industry, working with iconic brands like Campbell's, Salesforce, Airbnb, and Equifax. Just as importantly, Sprout is a place where your growth matters. You’ll have the freedom to shape your career, explore new paths, and build toward what’s next, with a team that’s invested in helping you get there.

What you’ll do

As a Business Value Consultant, you will partner with Account Executives and Customer Success teams to drive revenue through data-backed financial insights. You will design credible ROI/TCO models, lead discovery workshops to quantify pain points, and translate findings into executive-ready narratives. Acting as a strategic advisor, you will shape deal strategy, assist in proposal structuring, and develop repeatable value assets that scale Sprout’s competitive edge across the field.

• Expand our business value framework, ROI, TCO, and COI calculations, and financial impact modeling to support sales engagements and success teams
• Support field sales training and execute scalable value-selling programs and activities
• Participate on the account team as a strategic partner, informing and influencing account strategy and success plans
• Develop on-site value discovery workshops and client presentations
• Support later stages of sales cycles with deal engineering, proposal build, and negotiation
• Establish credibility with customer executives such as CIOs, CMOs, CFOs, based on experience with IT, marketing, digital transformation, and large opex projects
• Package repeatable value stories, benchmarks, and templates for the broader field
• Lead and coordinate high-level business strategy discussions with our most strategic accounts
• Rapidly gain a deep understanding of the customer's industry and business model.
• Identify critical stakeholders and navigate decision-making processes
• Provide thought leadership, training, and consultative partnering with internal sales and other cross-functional customer-facing teams throughout the sales and post-sales cycle

What you’ll bring

We are seeking a proactive, strategic Business Value Consultant (BVC) to help build drive measurable impact for our customers. In this role, you will lead high-impact consulting engagements and shape business cases that fuel sales, account expansion, and renewals. Your work will be a cornerstone of Sprout Social’s growth strategy by ensuring long-term customer success..

The minimum qualifications for this role include:

• 4 - 7+ years of experience in consulting, value management, value engineering, or strategic sales. 
• Excellent consulting skillset, including discovery, analysis, modeling, communication, and project leadership skills
• Experience leading workshops and/or facilitating meetings with multilevel internal and customer audiences
• Experience with business case creation, analysis, quantification, and proposals

 

Preferred qualifications for this role include:

• Understanding of SaaS software deal dynamics and ability to think strategically about driving software opportunities forward
• Proven self-starter with the ability to take initiative and demonstrate leadership in projects or tasks
• Strong drive and motivation to assume increasing responsibilities as the role evolves
• Demonstrated coachability and growth mindset 
• Excellent executive presentation and communication skills
• Proven ability to work autonomously and think creatively to solve problems
• Willingness to travel up to 30% to meet with strategic customers

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Partner with your Solutions Engineering leader and Business Value lead to define key success metrics for your role and how you will measure against them.
• Meet your business partners in 1:1s to understand what’s working, what’s not, and gather learnings to implement into your role.
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions.
• Learn Sprout’s go-to-market messaging, key differentiators, and develop and personalize segment-specific value propositions.
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.

Within 3 months, you’ll start hitting your stride by:

• Meet with leaders throughout the Revenue organization that share responsibility for obtaining similar targets and identify areas of opportunity.
• Develop initial value framework and point of view unique to Sprout Social’s target customer.
• Begin owning and executing value assessments through direct client engagement.
• Begin coaching and mentoring sales and success teams with call listening through Gong, call shadowing, and role plays to help them improve their own value messaging
• Assist in negotiations and deal strategy.

Within 6 months, you’ll be making a clear impact through:

• Actively participating in key accounts and largest deals in assigned operating unit(s), by providing strategic advice, executing value assessments, evaluating buying options, creating proposals, and/or other customer-facing materials

• Continuously enable, train, and upskill partner field functions (i.e., sales, customer success, solution engineering) on value-selling

• Developing the scaling of value-focused messaging by championing and improving self-service materials

• Owning  the full lifecycle of a value assessment, including:

• Gaining sponsorship from senior customer stakeholders

• Scoping the approach

• Conducting stakeholder discovery interviews and workshops

• Presenting recommendations back to customer executives

• Continuously challenge and refine our team’s value assessment approach, methodology, and tools, and introduce new ideas to make us more successful over time

• Develop credibility with sales leaders and help grow the business in your operating unit(s)

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed monthly activity and revenue targets
• Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback
• Be recognized as a subject matter expert and thought leader at Sprout
• Identify and begin working on refinement opportunities for your assigned business
• Continue to expand the value engineering function and help scale it globally

 

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product, and culture. We invest in our team with a comprehensive, competitive benefits program:

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.

*This list is for informational purposes only. Benefit offerings are discretionary and subject to change and do not constitute a contract or guarantee of benefits.

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Individual base pay is based on various factors, including whether you’re located in Zone 1 or Zone 2, as well as relevant experience and skills. In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:

• Zone 1 (New York, California, Washington): $142,600 - $196,020 USD annually
• Zone 2 (All other US states): $129,600 - $178,200 USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The incentive plan is uncapped.

The listed ranges represent the expected earning potential in this position. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity**-** race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at accommodations@sproutsocial.com. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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