Business Value Manager at Verkada · Lumi · Lumi

Responsibilities

Verkada prides itself on maintaining a high hiring bar while bringing in diverse and unconventional backgrounds of driven individuals obsessed with their craft. As a Business Value Manager, you will have a direct impact on Verkada’s Enterprise sales motion, bridging the gap between complex technologies and tangible financial and operational outcomes.
Reporting to the Chief of Staff to the CRO, you will partner with Enterprise Sales Leaders to architect a value selling framework to scale to the Enterprise Sales organization, building the infrastructure to reference key customer outcomes and win stories, as well as partnering with Product Marketing and Enablement to develop assets and enablement programs. In addition to pioneering the Business Value Selling program at Verkada, you will serve as the Strategic Deal Architect behind our most complex, multi-million-dollar deals, transforming technical capabilities into compelling financial and operational narratives. In this high-visibility role, you will move beyond feature-selling, working at the intersection of finance, product, and sales to quantify the operational and financial impact of our platform, directly influencing the investment decisions of C-suite executives at the world’s leading enterprises.
Please note: this role is remote - with 50% of travel required.
Program Development: Partner with Product Marketing to create and refine standardized value frameworks, templates, and "talk tracks" to scale business value services across the global enterprise sales organization.
Value Realization Tracking and Database: Monitor and analyze data from current customers post-implementation to validate that the promised value was delivered, partnering with Product Marketing to maintain a database of relevant data, and creating "real-world" success stories for future sales.
Sales Enablement: Coach sales teams on value-selling methodologies, including referencing of relevant customer data, and provide the tooling/content for self-service business justifications.
Value Discovery: Partner with account executives to lead discovery sessions with CxOs to identify pain points and desired outcomes.
Financial Modeling: Develop ROI (Return on Investment) and TCO (Total Cost of Ownership) value models to quantify the business impact of solutions.
Business Case Development: Draft data-backed business cases for strategic opportunities, ensuring every claim is anchored in measurable customer impact.
Executive Storytelling: Craft and deliver executive-level business cases that align technical solutions with broad corporate objectives.
Commercial Objection Handling: partnering with Sales to dismantle financial objections in real-time.
Strategic Consulting: 5–9+ years of experience in management consulting, business transformation, or enterprise software sales.

Business Value Manager

Responsibilities

Benefits

Company

Verkada

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