Business Value Manager
Sales – Enterprise Sales /
Craft is on a mission to illuminate the path to global supply chain resilience. We empower businesses to strengthen their supplier networks and supply chains with the industry's most trusted and comprehensive data fabric and advanced risk mitigation engine. Our easy-to-use platform provides 360-degree visibility to quickly explore and evaluate supplier networks, AI-driven insights to detect and mitigate disruptions, and collaborative tools to optimize supply chain strategies. With Craft, procurement and supply chain professionals from commercial and governmental organizations can confidently navigate regulatory environments, uphold ethics, and drive business continuity.
We are a well-funded technology company with leading investors including Greycroft, Uncork, High Alpha, ServiceNow Ventures, Sam Palmisano, Freddy Kerrest, but are not your typical data or SaaS startup. Our CEO is a seasoned entrepreneur and Juilliard-trained cellist. The Craft team is globally distributed with headquarters in San Francisco and an office in London. We have team members across North America and Europe. We are looking for curious, intelligent, collaborative people from diverse backgrounds who are passionate about building delightful software and creating a world connected by resilient, sustainable, intelligent supply chains to join our rapidly growing team!
A Note to Candidates:
We are an equal opportunity employer who values and encourages diversity, equity and belonging at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, caste, or disability status.
About The Role
Craft is seeking a Business Value Manager to play a pivotal role identifying, articulating, and delivering significant business value to our customers through our product. You'll create compelling value propositions, proposals, and business cases that enrich both internal and external understanding of Craft’s product value.
What You'll Do
- Collaborate with sales, pre-sales, post-sales, and other teams to uncover and showcase the business value of our product for major opportunities.
- Boost ACV by creating business cases that back significant, strategic opportunities.
- Enhance Craft’s understanding across sales, marketing, and product sectors about how we genuinely add value for our customers. Integrate this perspective into our everyday operations.
- Design and deliver tailored presentations to top-tier executives (CIO, CFO, Board) contemplating significant investments in Craft offerings.
- Create and provide training resources to empower sales teams and the wider Craft ecosystem.
- Collaborate with product and marketing teams to create content to help multiple teams drive pipeline generation strategies.
- Compile a collection of case studies for internal reference, highlighting the value we've delivered to our clients.
- Design new business value deliverables/processes and support standard tools/templates.
- Establish standard value scenarios and computations for emerging capabilities.
- Build a web based ROI strategy where prospects and customers can understand the value Craft can help them achieve, and track conversions into pipeline.
Who You Are
- Bachelor's Degree in a financial or technical domain OR equivalent professional experience; advanced degrees are a plus
- Extensive knowledge of the data industry, specifically in SaaS, with an understanding of technological trends and market demands.
- Strong consulting abilities, including analysis, quantitative modeling, communication, persuasion, and project leadership.
- Proficiency in crafting and presenting detailed customer presentations on process and solution states.
- Experience in delivering high-level briefings to senior executives and C-suite clientele.
- Skilled in creating financial models (ROI, Time to Value, & TCO) for executives.
- Experience navigating investor presentations, press releases, financial documents; familiarity with supply chain-specific publications is a bonus.
- Insight into software deal dynamics and a strategic mindset for advancing software opportunities.
- Proactive "can-do" attitude and readiness to take on varied tasks in a dynamic environment
What We Offer
- Competitive Salary starting at $170,000 OTE/Year. This starting number can be increased based on levels of expertise, location, cost of living, taxes, market experience, etc.
- Equity at a well-funded, fast-growing startup
- Unlimited Vacation time so you can take what you need, when you need it
- 99% Covered Health + Dental + Vision insurance for employees and dependents
- 401K through Human Interest with options to invest how you want it
- $200 Monthly Wellness/Learning stipend (Gym memberships, meals, snacks, books, classes, conferences, etc.)
- $1,000 Workstation Allowance (standing desk, chair, monitor, etc)