Job ID: 744000046515735
Value Consultant (m/f/d)
Pune
Professional
Regular (Part Time Possible)
T-Systems ICT India Pvt. Ltd.
Your Task
We are seeking a Senior Value Consultant with Value Selling expertise to join the Sales Value Consulting unit, a pivotal part of T-Systems Commercial organization that is spearheading a transformative shift in customer interactions. The unit aspires not only to reshape sales engagements but also to establish our team as trusted advisors, positioning T-Systems as strategic value partners. As a Senior Value Consultant, you will be part of this dynamic international unit, collaborating with Business Analysts and Value Consultants. Your role involves supporting Customer Leads and Business Development, creating compelling Value Propositions, and developing Value Quantification Hypotheses. You will also assist Sales Account and bid teams integrating business value into customer-facing materials and contribute to refining Go-to-Market Strategies for portfolios in collaboration with Sales, Portfolio, and Marketing representatives. This role requires a minimum of 10 years of professional experience in Value Selling, Engineering Management, Technology Consulting, and financial analysis.
Responsibilities
- Support the sales lead and deal manager in opportunity development, commercial value story, and value proposition
- Unearth and articulate customers' strategic priorities and market industry insights, transforming them into impactful value propositions with associated financial KPIs (ROI, TCO, NPV, etc.)
- Identify customer value drivers to address additional growth potential
- Quantify customer benefits during opportunity development with the account, applying value-based pricing methods and modeling across the sales process
- Work closely with cross-functional teams including Sales, Commercial, Pricing, and Solution teams
- Participate in pitching, planning, and executing business value discovery workshops
- Facilitate Co-design and Co-create workshops with Customer Stakeholders
- Refine the initial Value Hypothesis and collaboratively generate a holistic, customized business case
- Collaborate with deal teams to facilitate workshops and craft compelling value narratives
- Identify win themes and ensure the final proposal aligns with the overarching value story
- Coach sales managers and sellers in applying the Value Selling Method and share best practices
- Extend contribution beyond Value Quantification to identify strategies for Value Realization and Measurement
- Package, scale, and implement these strategies with customer success delivery teams during the post-sales phase
- Play a key role in supporting, contributing to, and continuously enhancing the Value Consulting Practice
- Introduce new ideas, methods, techniques, and tools to enhance overall practice effectiveness
- Promote the team's capabilities and represent the team's results in internal measures and knowledge sharing sessions
Your Profile
We are seeking a highly experienced Senior Value Consultant with expertise in Value Selling, strong business acumen, and technical knowledge in IT, Cloud, and Digital operations. The ideal candidate will have extensive experience in crafting value propositions, financial analysis, and working with international teams in complex ICT outsourcing environments.
Must Have Skills
- University degree with a focus on business administration, finance, and/or technical disciplines
- Minimum 10 years of professional experience in Value Selling, Engineering Management, Technology Consulting, and financial analysis
- Prior experience in crafting and selling business value propositions for ICT offerings
- Expertise in Value Selling and designing Value Propositions
- Strong understanding of complex solution-oriented work in Digital and Cloud Outsourcing Deals
- Proven track record of successfully competing and winning large ICT Outsourcing opportunities in international and multicultural settings
- Detailed knowledge of market developments and competition in IT Outsourcing
- Ability to present complex topics to CxO level and internal Top Management
- Experience in Agile projects with an understanding of Agile methods and tools
- Excellent communication skills when engaging with IT and Line of Business (LOB) managers as well as C-level executives
- Excellent verbal and written communication in English
- Deep understanding of IT, Cloud, and Digital operation terminology and language
- Strong analytical skills with ability to identify problems swiftly and comprehend complex dependencies
- Ability to propose effective solutions
- Customer service and value focus with willingness to go the extra mile
- Ability to motivate others
- Flexibility to work with frequently changing priorities
- Strong knowledge and experience with Microsoft Office Products (Excel, PowerPoint, Word) for visualization and expression of strategic matters
- Confident demeanor
- Analytical mindset
- Strong teamwork abilities
- Ability to work independently
- High motivation to gather essential information from both the organization and external sources
- Strategic business expertise
- Customer centricity
- Technical acumen
Nice to Have Skills
- Experience as Enterprise Architect, Business Development Expert, Account Manager, or Sales Support Specialist
- Knowledge of Value Quantification methods, tools, and analysis procedures
- Relevant Agile certifications (e.g., SCRUM)
About Us
T-Systems Information and Communication Technology India Private Limited (T-Systems ICT India Pvt. Ltd.) is a proud recipient of the prestigious Great Place To Work® Certification™. As a wholly owned subsidiary of T-Systems International GmbH, T-Systems India operates across Pune, Bangalore, and Nagpur, boasting a dedicated team of 3500+ employees providing services to group customers.
T-Systems offers integrated end-to-end IT solutions, driving the digital transformation of companies in all industries, including automotive, manufacturing, logistics, and transportation, as well as healthcare and the public sector. T-Systems develops vertical, company-specific software solutions for these sectors.
T-Systems International GmbH is an information technology and digital transformation company with a presence in over 20 countries and a revenue of more than €4 billion. T-Systems is a world-leading provider of digital services and has over 20 years of experience in the transformation and management of IT systems.
As a subsidiary of Deutsche Telekom and a market leader in Germany, T-Systems International offers secure, integrated information technology and digital solutions from a single source.
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