JFrog

• Residency in London is required

At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. If you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of a critical mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?

We seek a dynamic, analytical, and customer-focused Senior Value Advisor to join our Sales Organization. 

• Champion value selling, driving value assessments with key strategic accounts
• Participate on the account team as a strategic partner, advising and influencing account strategy, deal planning and success plans.
• Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation.
• Work closely with deal strategy and Deal desk to ensure optimum commercial deals.

As a Value Advisor in JFrog, you will...

• Work with Enterprise sales teams to define the commercial strategy; prioritise sales initiatives based on pain points, value creation potential, and customers’ priorities.
• Build and deliver compelling Investment Justifications to secure Customers’ funding for the JFrog Platform. 
• Work closely with account teams and customers to identify and analyse key business value drivers.
• Lead, build, and deliver compelling business cases that translate complex technology solutions into tangible business benefits.
• Drive customer engagement through effective communication and presentation of business value propositions.
• Collaborate with product and marketing teams to ensure that value propositions align with market needs.
• Conduct market research to stay abreast of industry trends and competitive insights.
• Create tools and templates for sales and other stakeholders to identify product value.
• Continuously innovate and iterate on JFrog’s value framework including specific value drivers, tools, methodologies, and deliverables.
• Analyse the value and differentiate between self-hosted and SaaS solutions using uptime productivity, TCO, and Business Value. 
• Future work will include designing post-ROI measurement techniques for customers' actual benefit realization.
• Enable, reinforce, and coach go-to-market teams to operate with a value-driven sales mindset

To be a Senior Value Advisor in JFrog, you need...

• Bachelor's degree in Business, Finance, or related field; MBA is preferred.
• A minimum of 8 years of experience in a business consulting or value consulting/engineering role.
• Excellent customer-facing skills with a knack for credibility, trust, and influence with senior executives and business leaders within target accounts.
• German communication and presentation skill is preferred
• Strong ability to build, quantify insights and communicate recommendations to CxOs
• Strong analytical & problem-solving skills are critical.
• Strong influencing capabilities; must be a self-starter, high-energy
• Proven experience in a technology-focused SaaS sales environment, preferably with DevOps, cybersecurity, or software supply chain solutions.
• Demonstrated ability to build and deliver persuasive business cases.
• Strong understanding of ROI, NPV, and Payback metrics calculations and business value selling methodologies.