Business Value Management Consultant

at  Fortinet

In the Business Value Consultant role, you will be part of the Enterprise Sales Organization and you will work with cross-functional teams composed of leaders from customers, sales, solution consulting, finance, business units, and other functional groups. You will have the opportunity to excel in areas of sales strategy, consultative discovery, and engagement execution including business analysis, problem solving, program management, executive communication and consensus building.

Responsibilities:

• Work with engagement teams and our customers to shape and drive large cyber security and digital transformation proposals
• Lead and manage value engagements end to end - from earning sponsorship, scoping, team mobilization, discovery, solutioning, and business case, to C-level presentation
• Lead and execute value realization engagements with customers to demonstrate the benefits from their investments
• Design and implement governance frameworks and processes to help customers continuously realize value over time.
• Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks
• Support Sales by providing detailed analysis and insights on the value delivered to customers
• Work closely with product and solution engineers and analyze data for deeper insights into customer value
• Conduct thorough analysis of value metrics and present findings to customers and internal stakeholders
• Provide coaching to team members by leveraging knowledge, consulting skills, experience, and analytical capabilities in identifying key C-level strategic issues, assessing existing process capabilities, and developing business cases for IT and security transformation objectives
• Assess value tracking tools to monitor and measure the success of customer engagements and work with Sales Operations on implementation
• Collaborate with other teams to create solution specific value selling tools, programs, and initiatives
• Support value-selling training activities across the sales ecosystem

Requirements:

• At least 12+ years of experience in management consulting or business value engineering
• Experience in a top management consulting firm or technology company with a focus on business transformation topics
• MBA degree preferred
• Excellent situational awareness and executive presence, with a track record of successfully influencing the C-suite to act
• Proven ability to drive accountability & build consensus with all team members and customers, in driving operational excellence and quality of deliverables
• Exceptional business problem solving aptitude using established consulting frameworks and methodologies, or out-of-the-box ideas, to frame available information and drive executive decisions
• Skilled in deep financial analysis and modeling of ROI & TCO to justify business cases
• Ability to travel

• Work with engagement teams and our customers to shape and drive large cyber security and digital transformation proposals
• Lead and manage value engagements end to end - from earning sponsorship, scoping, team mobilization, discovery, solutioning, and business case, to C-level presentation
• Lead and execute value realization engagements with customers to demonstrate the benefits from their investments
• Design and implement governance frameworks and processes to help customers continuously realize value over time.
• Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks
• Support Sales by providing detailed analysis and insights on the value delivered to customers
• Work closely with product and solution engineers and analyze data for deeper insights into customer value
• Conduct thorough analysis of value metrics and present findings to customers and internal stakeholders
• Provide coaching to team members by leveraging knowledge, consulting skills, experience, and analytical capabilities in identifying key C-level strategic issues, assessing existing process capabilities, and developing business cases for IT and security transformation objectives
• Assess value tracking tools to monitor and measure the success of customer engagements and work with Sales Operations on implementation
• Collaborate with other teams to create solution specific value selling tools, programs, and initiatives
• Support value-selling training activities across the sales ecosyste