(Sales) Director of Value Consulting

(Sales) Director of Value Consulting

The Value Consulting team (previously referred to as strategy consulting team) is a fast growing team of young, entrepreneurial and digital consultants that all earned their stripes at some of the best strategy firms around the globe.

We are building a transformational selling & strategic advisory arm at Backbase. We operate at the intersection of financial services and digital business transformation, where we help our customers ride the waves of digital transformation successfully.

Your Purpose:

In a consultative and collaborative approach, you drive strategic consulting engagements with our customers - top-tier to mid-size banks and credit unions - to help address their most complex business and technological challenges.

With your deep understanding of our customer’s business models and your expertise in the (digital) banking domain you create a compelling long-term vision, laser-sharp financial business case and a value-driven implementation roadmap utilizing the Backbase Platform to its fullest extent.

Ultimately, by directly engaging with and presenting in front of the executive teams of our customers, you accelerate decision-making and help grow the long-term relationship with our customers successfully.

What you'll do

Key Responsibilities:

• Engagement Management: You lead strategic customer engagements with top prospects and customers by delivering high impact sessions, workshops and (re-usable) materials and tools. You maintain a high level understanding of Backbase platform capabilities to advise and inspire teams and customers.
• Strategic Analysis: You take pride in a best-in-class strategic and financial analysis with top-quality deliverables. You apply business design, management consulting and financial analysis best-practices and tools in a pragmatic approach. You have a broad strategic mind and you thrive in a broad spectrum of both digital, financial as well as organizational challenges. You combine empathy, creative instinct and business savvy to challenge the assumptions our customers have made about the best ways to extract value from their ecosystems.
• Market Research & Insights: You are always up-to-date with the latest financial services and digital banking market trends and insights. You contribute to thought leadership in Backbase through sharing your findings actively.
• Consulting Tools, Content & Frameworks: You work smart by creating and maintaining Backbase-specific tools, content, frameworks and best-practices to help any customer-facing function in Backbase to make an impact (e.g. Sales / Solutions Engineering / Customer Success).
• Project Management: You take full ownership of assignments from beginning to end, while consulting with peers for expert input and validation.
• Value propositions design : While the role is managing consultants, you will be a player coach where you will also be responsible for your own top accounts and driving conversations in those accounts at a strategic level. You will work closely with the Solution engineer and Account executive to craft a solid value proposition for Backbase on active accounts and opportunities.
• Leadership skills : You are a seasoned leader with at least 2-4 years of experience managing a team of strategy consultants or value consultants.

* Manage and mentor value consulting team : Manage and mentor Value Advisors (Digital strategy consultants) with the goal to independently run evaluations / value assessments. Create a career path and growth plans for the team members.

* Recruitment : Ensure the team is correctly staffed , new hires are onboarded and set up for success and bring in matured talent with the right culture to the team.

* Workload management and planning : Plan in an agile way to ensure the workload is managed properly while maintaining the quality of the deliverables.

* Set OKR’s for the team. Ensures OKRs are tracked and reported.

• Business plans & strategic consultant to sales : You work closely with the RVP of the region, to support development of the business plans, account plans in collaboration with sales and marketing & act as a strategic consultant to sales to help with winning strategies and execution.

Who you are

• You have 14+ years of work experience as a (digital) strategy consultant for one or more of the best strategy consultant firms or digital boutique consultancy firms around the globe or a value consulting experience in a fintech/product company. Banking, payments, tech or SaaS experience is a must. However, a can-do mentality is of more importance than many years of the perfect experience.
• You are street smart and digital savvy. A true team player with a sense of humor, hands-on and self-motivated, able to drive progress and hit deadlines.
• You are a well-rounded and experienced consultant with superior analytical, quantitative and conceptual thinking skills.
• Knowledge of value selling processes and methodology is an asset. Knowledge of MEDDICC is also considered as an asset.
• You have significant experience with customer-centric methods such as lean start-up, design thinking, value proposition design and agile transformation. You know the tools and best-practices that are common in the market. Next to that, your financial analysis / ROI assessment and business case building skills are second to none.
• You have significant experience in designing and optimizing banking processes and customer journeys following lean six sigma principles.
• You know like nobody else what the “bar” is for a great and impactful consulting outcome and respective deliverables. You are passionate about creating the most impactful analyses, business cases and high-quality pitches.
• You have strong interpersonal and communication skills that will ensure successful customer engagements and collaboration across multiple teams, cultures and timezones.
• You have excellent English speaking, writing and presentation skills, as well as a strong ability to persuade, inspire and motivate others. You have extensive "owning the room" experience, allowing you to naturally command the room.
• You have the ability to prioritize and plan effectively with a demonstrated ability to work well under pressure and in ambiguity. You thrive in a fast-paced environment and stay flexible and adaptable to growth and change.
• You know how to spot commercial opportunities and translate these in close cooperation with sales into solid presentations, pitches and/or tailored proposals.
• You naturally collaborate and generate a positive spirit of cooperation while coordinating diverse activities and groups within a team environment.
• You have the courage to learn and to share your learning process with us.
• You have the willingness and motivation to travel on a regular basis.