Value Engineer

Job Description

Value Engineer
Sales & Business Development | Asia - Singapore

Our Agreement with Employees:
DocuSign is committed to building trust and making the world more agree-able for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At DocuSign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better. And for that, you’ll be loved by us, our customers, and the world in which we live.

The Team:
Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team’s partner with some of the largest, most innovative companies in the world in dozens of industries to bring the power of DocuSign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

This Position
The Value Engineer is responsible for supporting the DocuSign sales organization through ongoing value-based programs. These programs focus on the creation of quantified value propositions and points of view to support a customers business case for digitization of business processes using DocuSign for both current and prospective customers. These business cases are the outcome of comprehensive discovery sessions and data collection, which results in an executive-ready report with financial metrics that are customized to each customer’s specific business process. These financial metrics include: Return on Investment, Net Present Value, and Payback Period.

Through the Value Engineers' use of our value tools, direct deal support and ongoing training, the sales organization can then use the created value assets to drive sales performance, customer attainment and renewals. Documented value and return on investment differentiates the DocuSign platform and supports solution proposals

This position is an individual contributor role and reports to the Director of Solution Engineering Asia with a dotted line to the Head of Value Engineering APJ and is designated Flex.

Responsibilities:

• Develop, support and maintain scalable processes for value analysis activities to support our Sales teams.
• Participate in direct deals based around value analysis and collection of customer value metrics used to calculate ROI / TCO models and develop business cases to quantify the value of DocuSign for our customers
• Work closely with Customers, Sales,Marketing and Customer Success to understand how DocuSign helps customers meet their strategic objectives by identifying key business value drivers and developing compelling proposals and points of view
• Support the building of business focused value propositions to help customers achieve their strategic objectives.Tasks may include performing industry/account research and analysis, collection of key metrics/data, formulating of a value hypothesis, business case justification, and presentation of the value / ROI information as a Point Of View or formal proposal/business case.
• Win the trust of DocuSign’s world-class sales team to become a trusted advisor in the Customer Value Journey (Selling, Realisation, Expansion) and drive adoption of our value platform
• Work with the broader APJ value team on value initiatives such as developing compelling Points of view or collection and updating benchmark data.
• Delivery of training relation to our Value tools for new hires and existing sales teams
• Tracking of Value team involvement in deals within Salesforce.com

Basic Qualifications:

• BA/BS degree or equivalent in a quantitative field (Business, Finance, Economics, Maths, Engineering, Marketing) or its equivalent
• 5+ years of business process consulting or solution sales, either through software solution implementation or financial analysis
• Experience in analyzing financial benefits and return on investments
• Familiarity with web-based products/services focused on general business applications (i.e. HR, procurement, sales, etc.) or on specialty, vertical applications (i.e. insurance, financial services, healthcare, etc.)
• Experience and understanding of solution and value selling of technology solutions
• Highly motivated self-starters, eager to learn, determined to adapt quickly, and comfortable with some ambiguity.
• Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel

Preferred Qualifications:

• 5+ years of professional related experience; experience in Sales/Industry Solutions/Value Engineering or Business Transformation a plus
• A self-starter who thrives in a high growth, fast-paced software company
• Ability to travel as required when the COVID-19 situation permits (less than 50% typical)

About Us:
DocuSign® helps organizations connect and automate how they prepare, sign, act on, and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature: the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, hundreds of thousands of customers and hundreds of millions of users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives. Plus, we save more trees together! And that’s a good thing.
DocuSign is an Equal Opportunity Employer. DocuSign is committed to building a diverse team of talented individuals who bring different perspectives to the business and who feel a sense of inclusion and belonging when they join our team. Individuals seeking employment at DocuSign are considered without regards to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category.

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